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 language | Undefined/Unknown |
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Title of host publication | Practices for network management : in search of collaborative advantage |
Editors | Jukka Vesalainen, Katri Valkokari, Magnus Hellström |
Publisher | Palgrave Macmillan |
Pages | 219–236 |
ISBN (Electronic) | 978-3-319-49649-8 |
ISBN (Print) | 978-3-319-49648-1 |
DOIs | |
Publication status | Published - 2017 |
MoE publication type | A3 Part of a book or another research book |