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Soft Products are Hard to sell - Capturing the Market Potential of Sync Solutions

Birgersson, Jakob and Sjöberg, Sebastian (2004) MIO920
Production 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:
author
Birgersson, Jakob and Sjöberg, Sebastian
supervisor
organization
course
MIO920
year
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},
  keyword      = {ROI,software,investment,information technology,ERP-systems,information systems,enterprise systems,Sync Solutions.,Sync},
  language     = {eng},
  note         = {Student Paper},
  title        = {Soft Products are Hard to sell - Capturing the Market Potential of Sync Solutions},
  year         = {2004},
}