Developing integrated solutions within B-to-B service networks

The growing trends of outsourcing and specialization have led many industrial customers to centralize their purchases and seek suppliers that can provide more extensive solutions [1; 2; 3]. The focus in the solutions marketing literature has been inherently product- centred, and there has been a shortage of research into solutions originating in the service sector [4]. Companies may face a number of challenges developing and delivering integrated service solutions in co-operation with several companies. As a result of our qualitative, multiple case study of two b-to-b service networks, we addressed the value of integrated service solutions to all the network actors as well as the key challenges companies face in delivering and developing integrated solutions within b-to-b service networks. As a practical result, we developed two frameworks to systemize and facilitate service business development in companies