HyPriCo: Implementation of hybrid products by price and contract design
Service Management, Contract Design, Pricing, Hybrid Products, Solution Management Cockpit
Initial Situation
Characteristic for the set of solutions is the combination of non-cash benefits and services to a hybrid product that is geared to the specific problem of the customer. Through technical integration and customization the value of such an offer for the customer exceeds the value of the individual partial services. So far, problems in the implementation and execution reduce the appeal of such a business model for providers and customers in many industries. Especially custom framing adequate price and contract models is the central problem point.
Project Aim
The objective of the joint project HyPriCo is therefore to support the implementation of hybrid products, especially for the custom service agreement and adaption. This will be achieved through effective pricing and drafting of contracts across the entire product and customer lifecycle.
Realization
The Solution Management-Toolkit to be developed includes reference process, qualification concept, incentive and remuneration system and a concept for strategic competence management – partial results, which can help companies to reorganize their price and contract design processes. On the other hand, it includes a process model for the pricing and the design and evaluation of alternative pricing and contract models for hybrid products. A Solution-Management-Cockpit, tailored to this model, includes various modules (Thinklets, a reference model and an application system for systematic solution data management) for adaptive IT support for these processes.
Value
The provision of tools and methods to support organizational processes of pricing and contract design have a decisive influence on the generation of competitive advantage and business success. Hence, in this context developed planning systems for internal and external benchmarking can be used.
Stakeholder
Scientific Partners
Technische Universität München, Chair for Information Systems (Prof. Dr. Krcmar)
Technische Universität München, Chair for Strategy and Organization (Prof. Dr. Reichwald)
Technische Universität München, Chair for Business Law and Intellectual Property (Prof. Dr. jur. Christoph Ann LL.M.)
Technische Universität Bergakademie Freiberg, Chair for Business Administration, especially for Human Resources and Management (Prof. Dr. Nipa)
Business Partners
Siemens AG IuK-Technologie
Knürr AG
EOS GmbH
Freiberg Instruments GmbH
avaso GmbH
Santix AG
Research Funding
Bundesministerium für Bildung und Forschung
FKZ: 01FD616