Bill It, Kill It, or Keep It Free? /

Many B2B companies seek to grow beyond traditional product lines by venturing into new services. Yet they often overlook the opportunity to capture sales from free services they provide. This article outlines the free-to-fee, or F2F, service transition. It shows how to inventory free services (categ...

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Bibliographic Details
Main Authors: Ulaga, Wolfgang (Author), Michel, Stefan (Author), Hinterhuber, Andreas (Author), Liozu, Stephan (Author), Kohli, Ajay (Author), Sawhney, Mohanbir (Author), Steenkamp, Jan-Benedict (Author), Homburg, Christian (Author), Copaṛā, Sunīla (Author), Wouters, Marc (Author), Ritson, Mark (Author), Mohr, Jakki (Author), Gebauer, Heiko (Author), Nambisan, Satish (Author), Anderson, James (Author), Ng, Irene (Author), O'Beirne, Rebecca (Author), Monroe, Kent B. (Author), Bharadwaj, Sundar (Author)
Corporate Author: Safari, an O'Reilly Media Company
Format: Electronic eBook
Language:Inglés
Published: MIT Sloan Management Review, 2018.
Edition:1st edition.
Subjects:
Creative ability in business.
Creative thinking.
Technological innovations.
New products.
Créativité dans les affaires.
Innovations.
Online Access:Texto completo (Requiere registro previo con correo institucional)
Description
Summary:Many B2B companies seek to grow beyond traditional product lines by venturing into new services. Yet they often overlook the opportunity to capture sales from free services they provide. This article outlines the free-to-fee, or F2F, service transition. It shows how to inventory free services (categorizing them as profit drains, distributor delights, competitive weapons, or gold nuggets) and lays out a path for profitably generating revenues.
Physical Description:1 online resource (22 pages)

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