Becoming a solution provider:
Integrating in the customer process.
The case of equipment providers and Trackunit as enabler
This report describes the strategy of a business model extension by manufacturers adding offerings of first services, product performance, and potential solutions for the customer.
The potentials and challenges of applying a solution provider business model are analysed.
Potentials include creating stable revenue, higher margins, and closer relationships with customers.
Challenges include changing the value proposition to service and solutions, requiring a drastic change in organizational culture, competence, organizational structures, financial instruments, and objectives