PSS offering in a B2B context: towards the drivers to enable integrated solutions

Abstract

This study analyses how drivers of PSS enable supplier companies to adoption integrated solutions in B2B relationships. Two case studies were performed in two large supplier companies that operate in different segments, which represents a significant Brazilian market share. The findings show that this adopted PSS strategies enable the two companies to operate their customer's systems and to price their offerings according to the established performance. The strategies adopted by the companies provide a more rigorous knowledge about the products and services, attention to promoting the buyers' support over the life cycle and promote the relationships with buyers. (C) 2016 The Authors. Published by Elsevier B.V.