Managing the Pricing of Integrated Solutions in Export Partnerships

Little research has been conducted to guide the management of marketing variables, such as pricing, in systems business context. Furthermore, given that international partnering has become a popular mode of operation for SMEs, the objective of the current thesis was to explore the scantly researched topic of managing the pricing of integrated solutions in an export partnership. Specifically, the thesis synthesizes literature findings from the three areas of export pricing, systems business, and export partnerships. The empirical section of the study consists of a qualitative single-case study of a Finnish systems integrator that has recently launched its export operations. Primary data was collected by conducting four interviews of the case company’s managers and by organizing one group interview session. The study findings indicate that a systems integrator’s pricing strategy in an export partnership can be very multidimensional and dependant on international pricing environment and partner characteristics, that an export partnership appears to have unique implications on a systems integrator’s pricing process, and that customer value –based pricing strategies might be particularly suited to pricing integrated solutions.

The implications of service-dominant logic and integrated solutions on the sales function

This study explores the implications of an organization moving toward service-dominant logic (S-D logic) on the sales function. Driven by its customers’ needs, a service orientation by its nature requires personal interaction and sales personnel are in an ideal position to develop offerings with the customer. However, the development of S-D logic may require sales staff to develop additional skills. Employing a single case study, the study identified that sales personnel are quick to appreciate the advantages of S-D logic for customer satisfaction and six specific skills were highlighted and explored. Further, three propositions were identified: in an organization adopting S-D logic, the sales process needs to elicit needs at both embedded-value and value-in-use levels. In addition, the sales process needs to coproduce not just goods and service attributes but also attributes of the customer’s usage processes. Further, the sales process needs to coproduce not just goods and service attributes but also attributes of the customer’s usage processes.

Analisi della gestione di progetti complessi. Il caso fondo unico giustizia - unicredit business integrated solutions

Si ha in questa situazione particolare un progetto nel quale un’azienda di servizi, “Unicredit Business Integrated Solutions”, deve soddisfare una richiesta di un’azienda cliente, Equitalia Giustizia, per l’intestazione al Fondo Unico Giustizia di risorse finanziarie. L’ottica di analisi di questo progetto tiene conto dell’utilizzo delle risorse, del valore e delle probabilità di successo.

Supporting Solution Business with an Integrated Enterprise System

Some of the world’s leading companies now compete by providing integrated solutions to identify and solve each customer’s business problem by providing services to design, integrate, operate and finance a product or system during its life cycle. At the same time, because of the requirements of new global economy, companies are implementing new integrated ERP systems. The objective of this thesis was to define how solution offering can be implemented in the integrated ERP system so that it is possible to sell, deliver and maintain solution offering with the new enterprise applications. The research was conducted as a qualitative case study research consisting of literature review, theme-interviews and an analysis phase. For a start this study introduces new insight for combining solution business, offering modeling and modern ERP system theories. The results of this research illustrate the limitations of an integrated ERP system to support solution business and show the need to develop a commercial product model in order to improve the combination of solution offering and IT systems.

Purchasing Process of Industrial Solutions – Added Value, Difficulties and Good Practices

Purpose of this study is to clarify the industrial solutions purchasing process from purchaser companies’ point of view. Also customer’s view on value generating aspects and difficulties in purchases will be discussed as well as different purchas-ing entities where customers have ended up in their solution purchases. Current solution literature is mainly concentrated in supplier views and customer perspec-tive has been left without adequate attention. However, knowledge of the customer and the identification of customer need are at the core of a successful solution business. The focus of this thesis is on Finnish companies’ solution purchases that have been realized during last five years. Industrial solutions in this case are facto-ries or other large industrial plants. Industrial solutions’ purchasing process will be opened all the way from discovering the need until the start-up of the plant. Of in-terest is the customer experience of the success of the acquisition and the pur-chaser’s view on good practices allowing a successful procurement project.

Projecto de um regulador linear de tensão: LDO

Os reguladores de tensão LDO são utilizados intensivamente na actual indústria de electrónica, são uma parte essencial de um bloco de gestão de potência para um SoC. O aumento de produtos portáteis alimentados por baterias levou ao crescimento de soluções totalmente integradas, o que degrada o rendimento dos blocos analógicos que o constituem face às perturbações introduzidas na alimentação. Desta forma, surge a necessidade de procurar soluções cada vez mais optimizadas, impondo assim novas soluções, e/ou melhoramentos dos circuitos de gestão de potência, tendo como objectivo final o aumento do desempenho e da autonomia dos dispositivos electrónicos. Normalmente este tipo de reguladores tem a corrente de saída limitada, devido a problemas de estabilidade associados. Numa tentativa de evitar a instabilidade para as correntes de carga definidas e aumentar o PSRR do mesmo, é apresentado um método de implementação que tem como objectivo melhorar estas características, em que se pretende aumentar o rendimento e melhorar a resposta à variação da carga. No entanto, a técnica apresentada utiliza polarização adaptativa do estágio de potência, o que implica um aumento da corrente de consumo. O regulador LDO foi implementado na tecnologia CMOS UMC 0.18μm e ocupa uma área inferior a 0,2mm2. Os resultados da simulação mostram que o mesmo suporta uma transição de corrente 10μA para 100mA, com uma queda de tensão entre a tensão de alimentação e a tensão de saída inferior a 200mV. A estabilidade é assegurada para todas as correntes de carga. O tempo de estabelecimento é inferior a 6μs e as variações da tensão de saída relativamente a seu valor nominal são inferiores a 5mV. A corrente de consumo varia entre os 140μA até 200μA, o que permite atingir as especificações proposta para um PSRR de 40dB@10kHz.

Simulação Dinâmica do Centro de Dia e Apoio à Terceira Idade de Leça do Balio

Pela importância que os edifícios têm na utilização de energia, a avaliação do seu desempenho energético é de grande relevância, uma vez que, em grande parte, passa por estes a concretização das metas europeias definidas para 2020, no que concerne à diminuição da utilização de energia. Tendo em conta que os edifícios representam 40% do consumo de energia total, e estando o sector em expansão, esta realidade obriga a uma procura de soluções integradas de arquitetura e engenharia que promovam a sustentabilidade dos edifícios. Foi efetuado um estudo num edifício constituído por dois corpos, um mais antigo que funciona como centro de dia e um mais recente que funciona como lar, localizados no concelho de Matosinhos, onde se identificaram os pontos de maior consumo energético, para os quais foram sugeridas alterações no sentido de baixar os custos com a factura energética. Nesta dissertação foi utilizado um software de simulação dinâmica para avaliação do comportamento térmico do edifício nas condições atuais e, posteriormente, foram simulados outros cenários com alterações ao nível da envolvente térmica dos edifícios e dos seus sistemas técnicos, que permitiram identificar algumas medidas de melhoria de eficiência energética. As medidas de melhoria sugeridas implicam uma redução energética, ao nível do consumo de água quente sanitária, consumo de gás natural e electricidade. De entre essas medidas, e com um payback inferior a 8 anos e meio, destacam-se a instalação de redutores de caudal, a substituição da caldeira e da bomba de recirculação, a instalação de painéis solares térmicos e a redução da quantidade de lâmpadas.

Rede de Calor – Uma Solução a Biomassa para um Complexo de Hóteis

O recurso às energias renováveis é na actualidade um tema que atinge um grau de importância primordial face á crescente preocupação com o meio ambiente e o impacto negativo, que a produção de energia com base em combustíveis fósseis tem. Esta importância aliada a uma tendência cada vez maior para a criação de soluções de produção sustentável de energia, tem obrigado ao desenvolvimento desta vertente do sector energético e ao estudo e consequentemente implementação de soluções integradas que permitam uma economia competitiva. Os hotéis, sendo estabelecimentos comerciais que desenvolvem uma actividade que envolve, na generalidade, um nível de consumo energético considerável para garantir os seus serviços básicos de acomodação e lazer, tornam-se por excelência alvos primordiais no que concerne ao seu elevado potencial de poupança de energia. O ramo da hotelaria, dada a sua especificidade e a natureza dos edifícios que comporta, torna-os em excelentes candidatos para análise e optimização energética, e como tal um alvo de negócio para as empresas de comercialização de poupanças energéticas. As empresas dedicadas aos serviços de energia são conhecidas por ESCO (Energy Service Company ou Energy Savings Company). A sua actividade tem por base apresentar soluções de energia, nomeadamente a implementação de projectos de poupança energética que podem englobar produção, conservação e fornecimento de energia, bem como gestão de risco associada. O objectivo principal é apresentar soluções de optimização e eficiência energética levando á sua implementação em casos reais de exploração em edifícios ou sectores específicos, rentabilizando o investimento e partilhando o lucro dessa rentabilização com os clientes. No caso específico dos hotéis, mais concretamente um complexo de hotéis, como o estudado neste trabalho, esta análise pretende elaborar uma caracterização das necessidades energéticas do sector e apresentar um conjunto de soluções energéticas adequadas à realidade hoteleira. É também objecto de análise, toda a aproximação de um modelo de negócio energético a explorar por uma ESCO. O presente trabalho, realizado no âmbito da parceria entre a Gebio e a Confraria do Bom Jesus, tem por objectivo demonstrar as bases do contracto de performance entre uma empresa ESCO (Gebio – empresa concessionária do projecto) e um complexo de hotéis (constituído pelo Hotel do Lago, Hotel do Parque e Hotel do Templo), com vista a optimizar os consumos energéticos para a produção de energia térmica capaz de corresponder às necessidades do complexo. Foi desenvolvido um estudo completo das necessidades térmicas do complexo, com vista a projectar uma solução integrada de produção de energia térmica, com recurso a uma caldeira de biomassa, para os hotéis. Foi realizado um levantamento extensivo dos consumos e custos energético do complexo, nomeadamente para as águas quentes sanitárias. Desta análise obtiveram-se os custos reais do sistema e com os mesmos foi possível, numa primeira fase, elaborar os diversos projectos, hidráulico, eléctricos e civil, de forma a se definir a solução base e quais os orçamentos previstos para a instalação de um sistema de produção a biomassa, e numa segunda fase foi estudada a viabilidade da assinatura de um contracto de performance entre a ESCO e o complexo de hotéis.

Geodynamic reconstructions of the Australides-2: Mesozoic-Cainozoic

The present work, derived from a full global geodynamic reconstruction model over 600 Ma and based on a large database, focuses herein on the interaction between the Pacific, Australian and Antarctic plates since 200 Ma, and proposes integrated solutions for a coherent, physically consistent scenario. The evolution of the Australia-Antarctica-West Pacific plate system is dependent on the Gondwana fit chosen for the reconstruction. Our fit, as defined for the latest Triassic, implies an original scenario for the evolution of the region, in particular for the "early" opening history of the Tasman Sea. The interaction with the Pacific, moreover, is characterised by many magmatic arc migrations and ocean openings, which are stopped by arc-arc collision, arc-spreading axis collision, or arc-oceanic plateau collision, and subduction reversals. Mid-Pacific oceanic plateaus created in the model are much wider than they are on present-day maps, and although they were subducted to a large extent, they were able to stop subduction. We also suggest that adduction processes (i.e., re-emergence of subducted material) may have played an important role, in particular along the plate limit now represented by the Alpine Fault in New Zealand.

Muutosprosessi laitevalmistajasta teollisten palveluiden tarjoajaksi

Tässä opinnäytetyössä tarkastellaan teollisten laitetoimittajien muutosprosessia teollisten palvelujen tarjoajiksi. Työn tavoitteena on muodostaa kuvaus muutosprosessista yrityksen siirtyessä laitevalmistajasta palveluyritykseksi, kertoa muutostarpeeseen johtaneista syistä, sekä muutosprosessin vaatimuksista ja ongelmista. Kirjallisuustutkimuksessa tarkastellaan laajalti jo olemassa olevia teoriaviitekehyksiä ja yritysesimerkkejä, joiden pohjalta muodostetaan johtopäätös–luvussa esitetty ehdotelma siitä, miten muutosprosessin tulisi edetä ja mitä jatkotutkimustarpeita aihealueella mielestämme on.

Combining Customer Requirements and Modularity in Complete Tap Water Solution

This thesis studies forming a complete solution concept for tap water systems in project business environment. The aim of the study is to find tools and means for the target company to determine the scope of their tap water solution offering and to research what kind of organizational capabilities and resources are needed to supply such system solutions. With the help of literature, the characteristics of systems selling and project business and thematics of systems integration and integrated solutions are examined, and the significance of modularity and customer requirements in the given operational environment is discussed. After this, a checklist tool for customer requirements management is developed for the tap water system along with a module allocation method. The study proposes that with the checklist and module allocation the technical specifications can be extensively and innovatively defined for the system. The tools developed are a part of a complete tap water solution concept, which suggests that integrated solutions might constitute possibilities for the company to outperform its competitors when the traditional business methods of the industry are becoming obsolete.

Integration in project business : mechanisms for integrating customers and the project network during the life-cycle of industrial projects

This thesis focuses on integration in project business, i.e. how projectbased companies organize their product and process structures when they deliver industrial solutions to their customers. The customers that invest in these solutions run their businesses in different geographical, political and economical environments, which should be acknowledged by the supplier when providing solutions comprising of larger and more complex scopes than previously supplied to these customers. This means that the suppliers are increasing their supply range by taking over some of the activities in the value chain that have traditionally been handled by the customer. In order to be able to provide the functioning solutions, including more engineering hours, technical equipment and a wider project network, a change is needed in the mindset in order to be able to carry out and take the required responsibility that these new approaches bring. For the supplier it is important to be able to integrate technical products, systems and services, but the supplier also needs to have the capabilities to integrate the cross-functional organizations and departments in the project network, the knowledge and information between and within these organizations and departments, along with inputs from the customer into the product and process structures during the lifecycle of the project under development. Hence, the main objective of this thesis is to explore the challenges of integration that industrial projects meet, and based on that, to suggest a concept of how to manage integration in project business by making use of integration mechanisms. Integration is considered the essential process for accomplishing an industrial project, whereas the accomplishment of the industrial project is considered to be the result of the integration. The thesis consists of an extended summary and four papers, that are based on three studies in which integration mechanisms for value creation in industrial project networks and the management of integration in project business have been explored. The research is based on an inductive approach where in particular the design, commissioning and operations functions of industrial projects have been studied, addressing entire project life-cycles. The studies have been conducted in the shipbuilding and power generation industries where the scopes of supply consist of stand-alone equipment, equipment and engineering, and turnkey solutions. These industrial solutions include demanding efforts in engineering and organization. Addressing the calls for more studies on the evolving value chains of integrated solutions, mechanisms for inter- and intra-organizational integration and subsequent value creation in project networks have been explored. The research results in thirteen integration mechanisms and a typology for integration is proposed. Managing integration consists of integrating the project network (the supplier and the sub-suppliers) and the customer (the customer’s business purpose, operations environment and the end-user) into the project by making use of integration mechanisms. The findings bring new insight into research on industrial project business by proposing integration of technology and engineering related elements with elements related to customer oriented business performance in contemporary project environments. Thirteen mechanisms for combining products and the processes needed to deliver projects are described and categorized according to the impact that they have on the management of knowledge and information. These mechanisms directly relate to the performance of the supplier, and consequently to the functioning of the solution that the project provides. This thesis offers ways to promote integration of knowledge and information during the lifecycle of industrial projects, enhancing the development towards innovative solutions in project business.

Customer value assessment in business markets

Understanding how firms create, communicate, and deliver value to customers is a key factor when firms seek to differentiate in increasingly competitive and commoditized business markets. As product and price have become less important differentiators in many industries, suppliers are increasingly seeking ways to differentiate themselves based on delivered customer value. Therefore, to gain a holistic understanding on what their offerings are worth to the customer, suppliers need to conduct customer value assessment, which quantifies the impact of a supplier´s offering to customers’ costs and returns. However, from a managerial perspective, customer value assessment is the single most critical challenge for firms in business markets. Consequently, developing holistic frameworks for customer value assessment is seen as one of the most important research priorities for marketing research. The purpose of this study is to explore the process of customer value assessment in business markets. Business markets represent a context where an increasing number of industrial firms are transitioning from basic product offerings towards service-based and solution-oriented hybrid offerings, which emphasize value co-creation and realization in the long term, thus making it difficult to quantify their monetary value. This study employs exploratory and qualitative research design by applying inductive and discovery-oriented grounded theory and multiple case research methods. The empirical data comprise interviews with 61 managers from 12 industrial firms, including seven best practice firms in customer value assessment. The findings of this study show that customer value assessment is essentially a crossfunctional process, which involves several organizational functions. The process begins well before and continues long after the actual delivery, often until the end of a supplier´s offering’s life-cycle. Furthermore, the findings shed light on alternative strategies that firms in business markets can adopt to implement the customer value assessment process. Overall, the findings contribute to customer value research, the sales and organizational management literature, the service marketing and solutions business literature, and suggest several managerial implications on how firms in business markets can adopt a holistic approach to assess value created for customers.