Document Type

Closed Project

Publication Date

Fall 2013

Instructor

Dundar F. Kocaoglu

Course Title

Engineering and Technology Management

Course Number

ETM 520

Abstract

In today business situation, many companies are moving from a product-oriented to service-oriented business model. This project focuses on how a technology-driven company deter-mines if it needs to change from utilizing a product-centric sales model to a service-oriented sales model? Using IBM as the base model, we will describe the process that drove an inno-vative technology product company to a turnaround that resulted in their becoming a primari-ly a provider of technology services. We will apply this model to other companies (Xerox, Rolls Royce, Siebel and Oracle) which have been in similar situations and identify character-istics that drove the decision to follow or eschew IBM’s model. Using documented successes of these companies’ strategies as a guide we will try to identify characteristics and factors that can help technology managers faced with this decision. In addition, we will analyze the ser-vitization of the technology industry sector and document future trends. The team will start with a detailed literature review. We will study IBM specifically, because we will use this company as our baseline starting point. In addition, we will include past mar-ket research studies and identify 5-6 other companies that have followed a similar transfor-mation pattern. Finally, we expect to identify market conditions that indicate (a) when to shift to a technology service company or (b) focus on technology product improvements. We expect to identify corporate characteristics that will enable the decision-making process.

Rights

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Comments

This project is only available to students, staff, and faculty of Portland State University

Persistent Identifier

http://archives.pdx.edu/ds/psu/21880

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