Value Based Offering for Mining Equipment Safety Portfolio
Korpela, Sari (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024051010525
https://urn.fi/URN:NBN:fi:amk-2024051010525
Tiivistelmä
The thesis was commissioned by a case company who is a manufacturer of mining machines, to facilitate the
advancement of value-based offerings within the safety portfolio. The study focuses on transitioning towards a
value-based approach, particularly within the safety portfolio of the case company. This transition is seen as
crucial due to its alignment with the company's values and the significant impact it could have on enhancing mining equipment safety globally. The aim was to address two key questions: how to increase customer value within the safety portfolio, and how to standardize safety packages to meet diverse geographical safety requirements while maintaining high customer value.
To achieve these objectives, the study first delved into theoretical frameworks related to mining technologies and value-based pricing principles. Data collection involved gathering existing information from various sources,
including standards and internal company databases, to formulate hypotheses and identify areas for further exploration. The study also included obtaining customer insights through interviews and surveys, focusing on
understanding customer needs and preferences regarding equipment safety. The jobs-to-be-done framework was utilized to analyze interview data, providing a comprehensive understanding of safety considerations in mining equipment development.
As a result, the study led to recommendations of safety offering that not only enhance customer value but also
streamline the internal processes of the case company. Furthermore, the insights gained from the customer study provided valuable guidance on enhancing the safety portfolio, ensuring that customer feedback is incorporated from the outset. The study clarified regional safety requirements, shedding light on the evolution of safety standards over time and offering insights into future developments in this area.
advancement of value-based offerings within the safety portfolio. The study focuses on transitioning towards a
value-based approach, particularly within the safety portfolio of the case company. This transition is seen as
crucial due to its alignment with the company's values and the significant impact it could have on enhancing mining equipment safety globally. The aim was to address two key questions: how to increase customer value within the safety portfolio, and how to standardize safety packages to meet diverse geographical safety requirements while maintaining high customer value.
To achieve these objectives, the study first delved into theoretical frameworks related to mining technologies and value-based pricing principles. Data collection involved gathering existing information from various sources,
including standards and internal company databases, to formulate hypotheses and identify areas for further exploration. The study also included obtaining customer insights through interviews and surveys, focusing on
understanding customer needs and preferences regarding equipment safety. The jobs-to-be-done framework was utilized to analyze interview data, providing a comprehensive understanding of safety considerations in mining equipment development.
As a result, the study led to recommendations of safety offering that not only enhance customer value but also
streamline the internal processes of the case company. Furthermore, the insights gained from the customer study provided valuable guidance on enhancing the safety portfolio, ensuring that customer feedback is incorporated from the outset. The study clarified regional safety requirements, shedding light on the evolution of safety standards over time and offering insights into future developments in this area.