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Develop Solutions: Identifying New Value-Creation Opportunities

In: Solution Business

Author

Listed:
  • Kaj Storbacka

    (University of Auckland Business School)

  • Risto Pennanen

    (Talent Vectia Ltd.)

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.

Suggested Citation

  • Kaj Storbacka & Risto Pennanen, 2014. "Develop Solutions: Identifying New Value-Creation Opportunities," Management for Professionals, in: Solution Business, edition 127, chapter 2, pages 19-33, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-03976-3_2
    DOI: 10.1007/978-3-319-03976-3_2
    as

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