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- W2892362928 abstract "This study examines the development of a go-to-market plan for service offerings in aproduct centric company. Servitization is a phenomenon where many firms see greatpotential to strengthen their market position and simultaneously create additionalvalue to increase revenue. The company in the study has an existing range of servicesthat are offered mostly free of charge to justify a premium price for its products. Thecompany operates in a business-to-business market. To find partners willingness topay for services, one must analyse the market demand and identify what servicesprovides sufficient value for partners. The study is based on qualitative researchmethodology. The investigation includes both internal company and external data toensure a greater understanding of the studied topic. Data was collected from thecompany itself, semi-structured interviews with second tier partners, as well as a bestpractice benchmark. Throughout the research process an abductive approach wasused. In conclusion, there is a variety of service offerings (both existing and new) thatshow value which has potential to create packages that the company’s partners arewilling to purchase. Three different service package offerings are recommended incombination with stand-alone offers. The standard package is means to be free ofcharge to keep the company’s competitive advantage and focus on deliveringcompetence. Two premium packages are based on a subscription model in order togenerate revenue and ensure delivery of service value through speed. In addition, tothe large demand differences on the market, a stand-alone offer of services cope withflexibility and adaptation for the three packages." @default.
- W2892362928 created "2018-09-27" @default.
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- W2892362928 date "2018-01-01" @default.
- W2892362928 modified "2023-09-23" @default.
- W2892362928 title "Introducing purchasable technical service packages in a productoriented organization - A Go-To-Market Study -" @default.
- W2892362928 hasPublicationYear "2018" @default.
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