The service configurator—how to optimally split project scopes

Magnus Hellström, Victor Sifontes Herrera, Robin Wikström, Johnny Långstedt

Research output: Chapter in Book/Conference proceedingChapterScientificpeer-review

Abstract

Companies producing large capital goods often extend their goods offerings with various project-related services. However, they often struggle with properly productizing these services due to a limited understanding of which customer needs the services fulfill. To solve this problem, a service configurator was developed to identify challenges in the context of a delivery project and to match them with appropriate services. The configurator enables value-driven selling and ultimately establishes a tighter relationship between a salesman and a customer by guiding negotiations and real-time reflection on the optimal scope split between the parties. This elevates the role of the customer from a passive receiver to an active co-creator of the solution. An online version of the tool was also developed and tested with a case company.
Original languageUndefined/Unknown
Title of host publicationPractices for network management : in search of collaborative advantage
EditorsJukka Vesalainen, Katri Valkokari, Magnus Hellström
PublisherPalgrave Macmillan
Pages219–236
ISBN (Electronic)978-3-319-49649-8
ISBN (Print)978-3-319-49648-1
DOIs
Publication statusPublished - 2017
MoE publication typeA3 Part of a book or another research book

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