Develop Solutions: Identifying New Value-Creation Opportunities

Kaj Storbacka and Risto Pennanen
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Kaj Storbacka: University of Auckland Business School
Risto Pennanen: Talent Vectia Ltd.

Chapter 2 in Solution Business, 2014, pp 19-33 from Springer

Abstract: Abstract Commercialization: We show how firms need to use customer value research in order to create a deep understanding of customers’ business realities. Key questions here are what creates value for customers and how do they measure success? Industrialization: We show that successful solution businesses are those that develop a solution hierarchy made up of standardized components, or basic sales items (BSI), that enable modularity and repeatability.

Keywords: Solution Development; Sales Process; Solution Business; Sales Case; Customer Insight (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-03976-3_2

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DOI: 10.1007/978-3-319-03976-3_2

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