Transformations of a Solution Strategy: A Case Study

摘要

Fast-paced and turbulent business environments force companies to make repeated decisions concerning their solution strategy. This paper presents a retrospective case study that investigated changes in the strategy of a successful SaaS solution provided by a medium-sized Finnish software company. The study concentrated on the following research question: "How did the solution strategy evolve during the life-cycle of the software solution?" The main finding of the study is that the solution strategy has undergone four distinct stages over nine years. The stages differed in terms of whether the focus was on existing or new services offered to potential or new customers. Each of the four stages contributed to sustaining the solution's revenue growth in an increasingly competitive and maturing market. The study's findings suggest that customers' customers are crucial for growth opportunities, particularly once the original market has become mature.