Services and Solutions
Services
A firm’s decision to add services capabilities to their offering can be a route to success or a path to bankruptcy. In some situations, services support an existing product offering and strengthen a supplier’s value proposition. In other instances, customers are not interested in enhanced services and give no credit to a supplier’s efforts.
Our research shows there are three types of services:
- Services offered to the end customer [e.g, tire warranty on a new car]
- Services offered in collaboration with the direct customer or channel partner [e.g., installation of upgrades, training on product use]
- Services visible only offered to the direct customer or channel partner [e.g., engineering time for new products, training for value-added reseller]
Blue Canyon helps organizations identify which services are valued and why they are appreciated. By understanding the factors that drive purchasing choices among customer chain participants, we help clients assess appropriate service offering options.
Solutions
When faced with little headroom for growth, companies often look to move into a larger available market space by expanding into adjacent products categories, by adding next generation intelligence to these products, and/or by expanding into services which complement and/or connect to those products. These additions to a firm’s offering are frequently called “solutions.”
The best solutions offerings are ones in which the components are meaningfully connected and blended. Otherwise, a solution is merely a bundle and is vulnerable to cherry picking from competitors and purchasing executives.
Blue Canyon assists clients with understanding customer demands for solutions and works with clients to create integrated solutions
