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.
|Title of host publication||Practices for network management : in search of collaborative advantage|
|Editors||Jukka Vesalainen, Katri Valkokari, Magnus Hellström|
|Publication status||Published - 2017|
|MoE publication type||A3 Part of a book or another research book|