Lumiscape, a manufacturer of high-tech streetlights, has recently decided to switch from a direct sale business model to a subscription service, in which customers would get installation, maintenance, and monitoring software bundled with the product. Part of the reasoning is that customers haven't been extracting all the potential value in their streetlights. Now a customer wants to hugely increase its order--but through a direct sale. With commentary by Scott Burns, of GovDelivery, and Jack Kutner, of Bigbelly. This HBR Case Study includes both the case and the commentary. For teaching purposes, this reprint is also available in two other versions: case study-only, reprint R1607X, and commentary-only, R1607Z.

【書誌情報】

ページ数：7ページ

サイズ：A4

商品番号：HBSP-R1607K

発行日：2016/7/1

登録日：2016/7/11