Soft Products are Hard to sell - Capturing the Market Potential of Sync Solutions
(2004) MIO920Production Management
- Abstract (Swedish)
- The business world of today is experiencing a phase of change. Customers
increasingly demand global relations, static supply chains are replaced by dynamic
supply networks, and suppliers are located worldwide. Changes such as these
impose new demands on the functionality of enterprise systems.
Sync is a company that recognized the changing demands at an early stage.
During five years of operations, Sync has developed a unique product that offers
solutions to complex business problems in a cost effective and flexible way.
However, capturing the market potential of the product has proven difficult.
This thesis aims to assist Sync in the efforts of developing an improved sales
process. Two specifically important problems are... (More) - The business world of today is experiencing a phase of change. Customers
increasingly demand global relations, static supply chains are replaced by dynamic
supply networks, and suppliers are located worldwide. Changes such as these
impose new demands on the functionality of enterprise systems.
Sync is a company that recognized the changing demands at an early stage.
During five years of operations, Sync has developed a unique product that offers
solutions to complex business problems in a cost effective and flexible way.
However, capturing the market potential of the product has proven difficult.
This thesis aims to assist Sync in the efforts of developing an improved sales
process. Two specifically important problems are addressed – the product has not
been packaged in a way easily understandable to potential clients and the benefits of
the product are difficult to quantify.
A map of opportunities and their resulting effects made possible by the product
is presented, and a ten-step approach developed to assist the sales force at Sync is
described. The approach is exemplified and analyzed through the study of a true
case. (Less)
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/2007279
- author
- Birgersson, Jakob and Sjöberg, Sebastian
- supervisor
- organization
- course
- MIO920
- year
- 2004
- type
- M1 - University Diploma
- subject
- keywords
- ROI, software, investment, information technology, ERP-systems, information systems, enterprise systems, Sync Solutions., Sync
- other publication id
- 04/5217
- language
- English
- id
- 2007279
- date added to LUP
- 2011-06-30 14:52:46
- date last changed
- 2011-06-30 14:52:46
@misc{2007279, abstract = {{The business world of today is experiencing a phase of change. Customers increasingly demand global relations, static supply chains are replaced by dynamic supply networks, and suppliers are located worldwide. Changes such as these impose new demands on the functionality of enterprise systems. Sync is a company that recognized the changing demands at an early stage. During five years of operations, Sync has developed a unique product that offers solutions to complex business problems in a cost effective and flexible way. However, capturing the market potential of the product has proven difficult. This thesis aims to assist Sync in the efforts of developing an improved sales process. Two specifically important problems are addressed – the product has not been packaged in a way easily understandable to potential clients and the benefits of the product are difficult to quantify. A map of opportunities and their resulting effects made possible by the product is presented, and a ten-step approach developed to assist the sales force at Sync is described. The approach is exemplified and analyzed through the study of a true case.}}, author = {{Birgersson, Jakob and Sjöberg, Sebastian}}, language = {{eng}}, note = {{Student Paper}}, title = {{Soft Products are Hard to sell - Capturing the Market Potential of Sync Solutions}}, year = {{2004}}, }