<?xml version="1.0" encoding="UTF-8"?><xml><records><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Arto Rajala</style></author><author><style face="normal" font="default" size="100%">Mika Westerlund</style></author><author><style face="normal" font="default" size="100%">Mervi Murtonen</style></author><author><style face="normal" font="default" size="100%">Kim Starck</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">Servitization in a Security Business: Changing the Logic of Value Creation</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">co-creation</style></keyword><keyword><style  face="normal" font="default" size="100%">customer value creation</style></keyword><keyword><style  face="normal" font="default" size="100%">objectification</style></keyword><keyword><style  face="normal" font="default" size="100%">products</style></keyword><keyword><style  face="normal" font="default" size="100%">security</style></keyword><keyword><style  face="normal" font="default" size="100%">services</style></keyword><keyword><style  face="normal" font="default" size="100%">servitization</style></keyword><keyword><style  face="normal" font="default" size="100%">value provision</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2013</style></year><pub-dates><date><style  face="normal" font="default" size="100%">08/2013</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/718</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">3</style></volume><pages><style face="normal" font="default" size="100%">65-72</style></pages><language><style face="normal" font="default" size="100%">eng</style></language><abstract><style face="normal" font="default" size="100%">How can a firm change its value-creation logic from providing technology to selling technology-based services? This is a question many security companies face today when trying to apply a solutions-based business model in response to recent macro- and microeconomic trends. The fact that customers increasingly demand security as a service, rather than technical equipment, challenges the basis of a security firm's value provision and alters the logic of its operation. In this article, we investigate a technology- and product-oriented security business that is now rapidly transforming into a service business. We use data from a case study to propose a 4C model (conceptualization, calculation, communication, and co-creation of value) that can help security providers to objectify their service offerings and succeed in the servitization of their security businesses. </style></abstract><issue><style face="normal" font="default" size="100%">8</style></issue><custom1><style face="normal" font="default" size="100%">Aalto University
Arto Rajala, D.Sc. (Econ.) is a Senior Researcher in the School of Business at Aalto University in Finland. He earned his doctoral degree in Marketing from the Helsinki School of Economics. Arto's current research interests include business networks, business marketing, business-to-business service development, and innovation ecosystems.</style></custom1><custom2><style face="normal" font="default" size="100%">Carleton University
Mika Westerlund, D. Sc. (Econ.) is an Assistant Professor at Carleton University’s Sprott School of Business in Ottawa, Canada. He previously held positions as a Postdoctoral Scholar in the Haas School of Business at the University of California Berkeley and in the School of Economics at Aalto University. Mika earned his doctoral degree in Marketing from the Helsinki School of Economics. His current research interests include open innovation, business strategy, and management models in high-tech and service-intensive industries.</style></custom2><custom3><style face="normal" font="default" size="100%">VTT Technical Research Centre of Finland
Mervi Murtonen is a senior scientist at VTT Technical Research Centre of Finland. Her research interests include risk assessment practices, security management systems and contracted security services. Mervi holds an MSc degree in Electrical Engineering from Tampere University of Technology, Finland. Currently, she is finalizing her doctoral thesis on supplier-perceived customer value in business-to-business security services.</style></custom3><custom4><style face="normal" font="default" size="100%">Stanley Security Finland
Kim Starck is a Sales and Security Director at Stanley Security Finland. He has strong experience in sales, sales management, as well as security and quality management. Kim has broad understanding of business operations and operations management, and he holds a Professional Master of Security (MBA) degree from Aalto University, Finland. He has been actively involved in process and solution development at Stanley Security.</style></custom4></record><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Aparna Shanker</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">A Customer Value Creation Framework for Businesses That Generate Revenue with Open Source Software</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">customer value</style></keyword><keyword><style  face="normal" font="default" size="100%">customer value creation</style></keyword><keyword><style  face="normal" font="default" size="100%">open source business</style></keyword><keyword><style  face="normal" font="default" size="100%">technology entrepreneurship</style></keyword><keyword><style  face="normal" font="default" size="100%">value proposition</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2012</style></year><pub-dates><date><style  face="normal" font="default" size="100%">03/2012</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/534</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">2</style></volume><pages><style face="normal" font="default" size="100%">18-22</style></pages><abstract><style face="normal" font="default" size="100%">Technology entrepreneurs must create value for customers in order to generate revenue. This article examines the dimensions of customer value creation and provides a framework to help entrepreneurs, managers, and leaders of open source projects create value, with an emphasis on businesses that generate revenue from open source assets. The proposed framework focuses on a firm's pre-emptive value offering (also known as a customer value proposition). This is a firm's offering of the value it seeks to create for a customer, in order to meet his or her requirements.</style></abstract><issue><style face="normal" font="default" size="100%">3</style></issue><custom1><style face="normal" font="default" size="100%">Carleton University
Aparna Shanker is a customer applications engineer with Alcatel-Lucent in Ottawa, where her job focus is on IP networks and the 4G LTE Evolved Packet Core. She is also currently a graduate student in the Technology Innovation Management program at Carleton University. Her research interests include open source businesses and customer value management. She holds an undergraduate degree in Computer Engineering from Queen's University, Kingston.</style></custom1></record><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Aparna Shanker</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">An Enterprise Perspective on Customer Value Propositions for Open Source Software</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">business models</style></keyword><keyword><style  face="normal" font="default" size="100%">customer value creation</style></keyword><keyword><style  face="normal" font="default" size="100%">enterprise customers</style></keyword><keyword><style  face="normal" font="default" size="100%">marketing strategy</style></keyword><keyword><style  face="normal" font="default" size="100%">open source software</style></keyword><keyword><style  face="normal" font="default" size="100%">open source suppliers</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2012</style></year><pub-dates><date><style  face="normal" font="default" size="100%">12/2012</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/635</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">2</style></volume><pages><style face="normal" font="default" size="100%">28-36</style></pages><language><style face="normal" font="default" size="100%">eng</style></language><abstract><style face="normal" font="default" size="100%">Research on open source software (OSS) has examined value creation primarily from the perspective of the individuals and suppliers that create the software. The perspective of enterprise users who use and pay for OSS has been largely neglected so far. Understanding what paying customers want and how to create products and services they value is the cornerstone of any business model. Therefore, research on what enterprise users value in OSS is of paramount importance to OSS solution suppliers; it can be used to create a new customer base and sustain an existing one. 
This study examines the value of OSS as perceived by enterprise customers. Through an analysis of three literature streams (firm participation in open source software, business models, and customer value), a model on customer value creation was developed. Interviews were conducted with nine decision makers from enterprises that use OSS in operational projects. The key findings of this research are that: i) the maturity of the software determines the degree to which customers value their relationship with the supplier; ii) customers value differentiating functionality and costs savings; and iii) switching costs with OSS depend on the size, complexity, and dependencies of the software itself. This research identifies the points of value that the suppliers of OSS should focus on, and it points to the need for marketing strategies that can demonstrate this value to enterprise customers. </style></abstract><issue><style face="normal" font="default" size="100%">12</style></issue><custom1><style face="normal" font="default" size="100%">Carleton University 
Aparna Shanker is a customer applications engineer with Alcatel-Lucent in Ottawa, where her job focus is on IP networks and the 4G LTE Evolved Packet Core. She is also currently a graduate student in the Technology Innovation Management program at Carleton University. Her research interests include open source businesses and customer value management. She holds an undergraduate degree in Computer Engineering from Queen's University, Kingston.</style></custom1></record></records></xml>