^`UW

"luttng c lrce cn
5cLutcns"
8y:
Lrc v. kcegner
1crsten 5eJert
0enns 0. 5anJcrJ
Presented By:
M. Abu 8ukur Ch.
M. Sulmun
Mohsln 1uved
Umulr Rluz Cheemu
Umulr Zufur Slddlql
1H5 WH0L5 1S W0k1H M0k5 1HAN
1H5 S0M 0i 11S Ak1S.
Sett|oq tle t|qlt pt|ce fot a solot|oo |s teally
ctoc|al: too l|ql, aoJ costomets w|ll meet
tle|t owo oeeJs too low, aoJ soppl|ets
woot qet pa|J fot tle valoe tley ate
Jel|vet|oq aoJ tle effott tlat weot |oto |t
rcng Mode1
ow cao soppl|ets f|qote oot tle t|qlt ptem|om
aoJ tle pt|c|oq moJel tlat w|ll so|t tle|t
costomets?
A suller needs Lo know reclsely whuL u
soluLlon ls und Lo be cundld ubouL wheLher or
noL lL ls offerlng one
A Lrue soluLlon ls deflned by und deslgned
uround u cusLomer's need, noL uround un
uLLemL Lo flnd u new use for u suller's
currenL roducLs
so1utons provder earns
largest remum"?
Sullers cun eurn u remlumln uny role.
SoluLlons rovlders ure due Lhe lurgesL
remlum becuuse Lhey creuLe u new wuy for
comonenLs Lo work LogeLher Lo enhunce Lhe
soluLlon's overull funcLlonullLy
SoluLlons rovlders eurn u greuLer murgln
becuuse Lhe vulue of Lhe lnLegruLed whole
exceeds Lhe vulue of lLs dlscreLe comonenLs
Whlle:
le s|ze of tle ptem|om eatoeJ vat|es
JepeoJ|oq oo tle valoe Jel|veteJ to eacl of tle
costomets, bot tle ptocess of sett|oq a pt|ce |s
s|m|lat fot all of tlem
amp1e: 1n1raSo1v
nfruSolv ls u neLwork lnfrusLrucLure soluLlons
rovlder
nfruSolv develoed u new lnfrusLrucLure
soluLlon comrlslng hurdwure, sofLwure,
mulnLenunce, und rofesslonul servlces. A
comblnuLlon LhuL mude lL osslble for lLs
cusLomers' neLworks Lo hundle duLu more
efflclenLly und flexlbly
ew 011er and rcng
he new servlce belng offered wus
acl costomet coolJ ose J|ffeteot sobsets of
featotes to meet |ts oeeJs
o seLLle on u rlce for u cusLomlzed soluLlon,
nfruSolv wenL Lhrough Lhree sLes
rst step
L develoed u broud rlce runge bused on u
sLundurd conflguruLlon LhuL would meeL un
uveruge cusLomer's needs und ulso ldenLlfled Lhe
muxlmum und mlnlmum rlce levels for such u
soluLlon
he muxlmum rlce wus culculuLed by Luklng Lhe
neL resenL vulue derlved from Lhe funcLlonul,
rocess, und reluLlonshl beneflLs LhuL would
uccrue over Lhe llfeLlme of Lhe soluLlon
comured wlLh Lhe vulue Lo be hud from Lhe
legucy sysLem
L Lhen udded Lhe lmucL of lLs offerlng
comured wlLh LhuL of u comeLlLor's nexL
besL ulLernuLlve, whlch wus uL leusL slx
monLhs behlnd nfruSolv's ln develomenL
nfruSolv Lhen dld u boLLom-u unulysls Lo
check Lhe ucLuul cosL of dellverlng Lhe
soluLlon wlLh ull Lhe consLlLuenL und udded u
murgln sufflclenL Lo recover ullocuLed
overheud und cosL of culLul
Second step
o reflne Lhls broud runge wlLh un unulysls
bused on whuL nfruSolv hoed lLs rlclng
level would uchleve. L wunLed wlde murkeL
eneLruLlon Lo esLubllsh u buse for fuLure
exunslon
L would need Lo uccommoduLe lLs cusLomers'
erceLlon LhuL udoLlng un unroven
Lechnology wus rlsk
8oLh fucLors suggesLed lowerlng Lhe
muxlmumrlce
rd Step
lnully, nfruSolv lcked u rlce olnL for
lndlvlduul cusLomers by unulyzlng Lhe seclflc
cusLomlzed elemenLs und Lhe vulue euch
cusLomer uLLuched Lo Lhem
rob1em ^1ter rcng
nce nfruSolv hud declded on u rlce, Lhe
comuny needed Lo communlcuLe boLh Lhe
vulue und Lhe rlce Lo Lhe cusLomer
f nfruSolv conLlnued Lo rovlde lLs sofLwure
free of churge, lL would huve Lled Lhe
exLruordlnury new cuublllLles of lLs sofLwure
Lo u hurdwure roducL wlLh u decllnlng
murkeL rlce
So1vng te prob1em
nfruSolv deulL wlLh Lhls lssue by resenLlng
Lhe comuny's enLlre hurdwure, sofLwure,
mulnLenunce, und rofesslonul-servlces vulue
rooslLlon dlrecLly Lo lLs cusLomers' senlor
munugemenL, byusslng Lhe usuul
communlcuLlons wlLh urchuslng ugenLs
ubouL lndlvlduul comonenLs negoLluLlons
LhuL would huve rlsked undermlnlng Lhe vulue
of Lhe lnLegruLed soluLlon
Thonk You
Thonk You