Business Model for Technical Pre-Sales Services
Karpola, Timo (2011)
Karpola, Timo
Metropolia Ammattikorkeakoulu
2011
All rights reserved
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-201105259506
https://urn.fi/URN:NBN:fi:amk-201105259506
Tiivistelmä
The objective of the Thesis is to generate a suggestion for a new business model to implement technical pre-sales support services in order to improve the case company’s competitive advantage. The need for the new business model arises from the different business prospects discovered by the sales managers of the case company. The case company has already developed its business model for serving turnkey business prospects, but the business model is not fully suitable for goods-dominant business prospects. Thus, a parallel model ought to be used for performing better in both situations.
The model is generated by utilizing the case study research method. Two hands-on cases were chosen beforehand by the case company. These cases are first, the on-site support for the customer testing/piloting and, second, the remote support for the customer testing/piloting.
The research started by reviewing relevant literature on customer value, strategy, and best practices of business modeling. A frame of the new business model was formed based on the existing knowledge. The frame was then filled in with information gathered from the management of the case company. Information gathering was done by arranging brainstorming sessions with the top management and the sales managers of the case company.
The actual suggestion for the new business model for technical pre-sales support was produced by combining the information from the literature review, and the information that was gathered from the case company’s management. The suggested business model consists of a new customer value proposition, a profit formula for funding the business model, necessary resources, and necessary processes.
The result of the Thesis is a comprehensive business model suggestion that can be implemented in real life use, with minimal resources needed for the deployment.
The model is generated by utilizing the case study research method. Two hands-on cases were chosen beforehand by the case company. These cases are first, the on-site support for the customer testing/piloting and, second, the remote support for the customer testing/piloting.
The research started by reviewing relevant literature on customer value, strategy, and best practices of business modeling. A frame of the new business model was formed based on the existing knowledge. The frame was then filled in with information gathered from the management of the case company. Information gathering was done by arranging brainstorming sessions with the top management and the sales managers of the case company.
The actual suggestion for the new business model for technical pre-sales support was produced by combining the information from the literature review, and the information that was gathered from the case company’s management. The suggested business model consists of a new customer value proposition, a profit formula for funding the business model, necessary resources, and necessary processes.
The result of the Thesis is a comprehensive business model suggestion that can be implemented in real life use, with minimal resources needed for the deployment.