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Paper info: Commercialisation of Solutions: The Process and Needed Capabilities


Commercialisation of Solutions: The Process and Needed Capabilities


Kaj Storbacka
Kaj Storbacka

Place of Publication

The paper was published at the 27th IMP-conference in Glasgow, Scotland in 2011.


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The paper aims at generating a better understanding of the characteristics and determinants of effective solution business. In the paper we develop a framework and process for the commercialization of solutions, and identify organizational capabilities and management practices necessary for the effective management of the relational commercialization process. The developed framework integrates findings from several research streams with the empirical data collected in an abductive research process, involving ten firms with multi-national operations. The developed framework consist of a commercialization process with four phases (develop solutions, make value propositions, sell solution, and deliver solution) and two groups of cross-functionality issues (commercialization and solution platform). The framework identifies eight capability categories, and forty-eight capabilities and management practices pertinent to the effective management of solution business.
Keywords: Solution business, commercialization process, innovation capabilities, cross-functional coordination, co-creation.