A deployment plan for a new sales model
Muurikainen, Janne (2021)
Muurikainen, Janne
2021
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202105067316
https://urn.fi/URN:NBN:fi:amk-202105067316
Tiivistelmä
Competition among companies gets harder every year. Those companies which are capable of transforming their business, will survive. One of the megatrends, called Product-as-a-Service (PaaS), is a way to increase profitability in a long run. The case company has been successful in product selling, however the company introduced a new sales business model which aims at increasing revenue by investing in service business. This study focused on the new sales model and it introduced a plan how to deploy the model in the case company.
This study started by analyzing the current state in the case company. In this stage, data was gathered by interviewing the stakeholders that revealed the gaps between the new and old sales models. This stage was followed by a literature review. The review concentrated on change management and behavioral change in order to fill the gaps. A conceptual framework was developed from the literature review. Next, the stakeholders added their recommendations to the conceptual framework, and finally this initial proposal was introduced to the managers.
The study revealed that the managers need to focus on communication and leadership during the deployment. Communication, with a leadership method, aims at increasing overall commitment. These are the main parts of this seven step deployment plan. In addition, the plan includes minor topics, e.g. readiness, responsibilities and motivation. For the managers, the deployment plan offers a simple way to plan and implement the needed changes and finally utilize the learning in the future.
The case company may consider, if the structure of this thesis is applicable in other change projects. Change agents in the company have to plan, execute and evaluate change projects and this thesis might offer some ideas how to assess readiness from the company as well as from individuals’ perspective.
This study started by analyzing the current state in the case company. In this stage, data was gathered by interviewing the stakeholders that revealed the gaps between the new and old sales models. This stage was followed by a literature review. The review concentrated on change management and behavioral change in order to fill the gaps. A conceptual framework was developed from the literature review. Next, the stakeholders added their recommendations to the conceptual framework, and finally this initial proposal was introduced to the managers.
The study revealed that the managers need to focus on communication and leadership during the deployment. Communication, with a leadership method, aims at increasing overall commitment. These are the main parts of this seven step deployment plan. In addition, the plan includes minor topics, e.g. readiness, responsibilities and motivation. For the managers, the deployment plan offers a simple way to plan and implement the needed changes and finally utilize the learning in the future.
The case company may consider, if the structure of this thesis is applicable in other change projects. Change agents in the company have to plan, execute and evaluate change projects and this thesis might offer some ideas how to assess readiness from the company as well as from individuals’ perspective.