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B2B Companies Can Seize New Sales by Charging for Services They've Been Giving Away
出版MIT Sloan Management Review, 2018
URLhttp://books.google.com.hk/books?id=rxBSzQEACAAJ&hl=&source=gbs_api
註釋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.