Developing Business Models for Turnkey Offerings : A case study on organizing turnkey offerings for a large original equipment manufacturer

Sammanfattning: This thesis investigates the development of turnkey offerings. Turnkey offerings is considered a kind of product-oriented Product Service System (PSS) where the customer pays a fixed price for a total solution, in this thesis, maintenance of vessels. Turnkey offerings have received academic attention, mainly aimed towards the construction industry and regarding benefits and disadvantages. Moreover, previous research has identified the need for further investigating the design of business models in terms of personnel capabilities needed to efficiently offer product oriented PSS’s.  Therefore this study aims to investigate these aspects by conducting a single case study on a large maritime manufacturing company. The study involves data collection through semi-structured interviews, as well as secondary sources such as observations made on site and company documents.  The thesis brings important managerial implications regarding the development of turnkey offerings. These include having an holistic perspective of the offering, since it allows for stronger customer relationships which allows the organization to develop more advanced customized services in the future. Further, this study confirms previous research on the importance of experimentation when innovating business models. Additionally, the triple-bottom-line sustainability aspects are discussed in relation to the offering where it is found that positive improvements can be made towards all three aspects.