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Bill It, Kill It, Or Keep it Free?
Wolfgang Ulaga
Stefan Michel
Andreas Hinterhuber
Stephan Liozu
Ajay Kohli
Mohanbir Sawhney
Jan-Benedict Steenkamp
Christian Homburg
Sunīla Copaṛā
Marc Wouters
Mark Ritson
Jakki Mohr
Heiko Gebauer
Satish Nambisan
James Anderson
Irene Ng
Rebecca O'Beirne
Kent B. Monroe
Sundar Bharadwaj
其他書名
B2B Companies Can Seize New Sales by Charging for Services They've Been Giving Away
出版
MIT Sloan Management Review
, 2018
URL
http://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.