Developing the sales process regarding digital products along with a roadmap for the Insight Reporting Pro 2.0 product : Research for Glaston Finland Oy

• Main Author: Salo, Julius
• Format: Other/Unknown Material
• Language: English
• Published: 2019
• Subjects: fi=Liiketalous; hallinto ja markkinointi|sv=Företagsekonomi; förvaltning och marknadsföring|en=Business Management; Administration and Marketing|; Glaston; Value Sales; Insight Reporting Pro; digitalisaatio; lasiteollisuus; myynti; Degree Programme in International Business; sami
• Online Access: http://www.theseus.fi/handle/10024/265014

This thesis was commissioned by Glaston Finland Oy for the research and development of value sales for digital products and creating a roadmap for Insight Reporting Pro 2.0. The commissioners of this thesis are Sami Kelin (Director of Architectural Business Unit - Glaston) and Petteri Vilen (Senior lecturer from the university of TAMK). The main purpose of this thesis is to develop the digital product called Insight reporting pro 2.0 and have a roadmap for the future. Internal marketing to the sales department as well as the sales process development together with value sales will be essential. The topic addresses the importance of recurring payments and value sales for digital products, focusing on the reporting tool. Through the research of online sources, academic literature and the topic issued by the commissioner, a framework was created based on an extensive analysis of already existing data to research a potential for digital products. The results gave an understanding of the current perception of the product in different markets worldwide and measures which need to be taken in order to succeed. The analysis of the market and current customers along with their own competing products discovered the underlying issue for market-entry in some parts of the world. For future development of the product, partnerships were created with a few customers to gain more valuable feedback.