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[{"key": "dc.contributor.author", "value": "Selin, Joona", "language": null, "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2011-01-10T12:40:02Z", "language": null, "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2011-01-10T12:40:02Z", "language": null, "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2010", "language": null, "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.other", "value": "oai:jykdok.linneanet.fi:1145978", "language": null, "element": "identifier", "qualifier": "other", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/25771", "language": null, "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "T\u00e4ss\u00e4 tutkielmassa esitet\u00e4\u00e4n malli SaaS-palveluiden markkinoinnista ja myynnist\u00e4 B2B-markkinoilla. T\u00e4m\u00e4n kaltaista mallia tutkittavasta ilmi\u00f6st\u00e4 ei ole aikaisemmin esitetty akateemisessa kirjallisuudessa, tai ainakaan tutkija ei ole tietoinen t\u00e4st\u00e4. Malli muodostetaan k\u00e4sitteellis-teoreettisen kirjallisuusanalyysin sek\u00e4 monen tapauksen tapaustutkimuksen pohjalta. Kirjallisuusanalyysiss\u00e4 tarkastellaan markkinointia ja myynti\u00e4 ohjelmistoliiketoiminnassa sek\u00e4 suhteutetaan SaaS-palvelut t\u00e4h\u00e4n kentt\u00e4\u00e4n. Kirjallisuusanalyysin pohjalta luotavaa mallia testataan suorittamalla monen tapauksen tapaustutkimus kuudessa suomalaisessa SaaS-ohjelmistoyrityksess\u00e4.\nTutkimuksessa tunnistetaan nelj\u00e4 keskeist\u00e4 SaaS-palveluiden markkinoinnin ja myynnin osa-aluetta: liiketoiminta, asiakaskohderyhm\u00e4, myyntiprosessi sek\u00e4 asiakassuhde. Joka osa-alueeseen liittyen esitet\u00e4\u00e4n avainmittareita, jotka toimivat k\u00e4yt\u00e4nn\u00f6n ty\u00f6kaluina SaaS-liiketoiminnan menestyksen arviointiin.\nTutkimuksen perusteella kaiken kokoiset yritykset markkinoivat ja myyv\u00e4t SaaS-palveluita erilaisilla liiketoimintamalleilla. Puhtaat SaaS-yritykset ovat pieni\u00e4 kasvuyrityksi\u00e4, jotka toteuttavat itsepalvelumallia. SaaS-palveluiden asiakkaat ovat erikokoisia yrityksi\u00e4 mikroyrityksist\u00e4 suuryrityksiin ja ostajina toimii liiketoimintajohto IT-ostajien sijaan. SaaS-palveluiden myynti tapahtuu p\u00e4\u00e4asiassa henkil\u00f6kohtaisen suoramyynnin keinoin ja markkinointiviestinn\u00e4n t\u00e4rkein kanava on Internet. Aiemmasta tutkimuksesta poiketen SaaS-yritykset eiv\u00e4t k\u00e4yt\u00e4 markkinointiviestinn\u00e4ss\u00e4 mainontaa, eik\u00e4 SaaS-palveluita myyd\u00e4 suoraan Internetiss\u00e4. Asiakassuhteen yll\u00e4pitoon ja kehitt\u00e4miseen liittyen asiakkuuden elinkaariarvo sek\u00e4 asiakaspoistuma nousevat esille kiinnostavina jatkotutkimusaiheina.", "language": "", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted using Plone Publishing form by Joona Selin (joveseli) on 2011-01-10 12:39:59.261996. Form: Pro gradu -lomake (1 tekij\u00e4) (https://kirjasto.jyu.fi/julkaisut/julkaisulomakkeet/pro-gradu-lomake-1-tekijae). JyX data:", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by jyx lomake-julkaisija (jyx-julkaisija@noreply.fi) on 2011-01-10T12:40:02Z\nNo. of bitstreams: 2\nURN:NBN:fi:jyu-201101101013.pdf: 1480442 bytes, checksum: 1b11c9b4471cf3f1dcdfdeba2c261d69 (MD5)\nlicense.html: 4987 bytes, checksum: 829ced559c26fbb525472399ef028566 (MD5)", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2011-01-10T12:40:02Z (GMT). No. of bitstreams: 2\nURN:NBN:fi:jyu-201101101013.pdf: 1480442 bytes, checksum: 1b11c9b4471cf3f1dcdfdeba2c261d69 (MD5)\nlicense.html: 4987 bytes, checksum: 829ced559c26fbb525472399ef028566 (MD5)\n Previous issue date: 2010", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "73 sivua", "language": null, "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.format.mimetype", "value": "application/pdf", "language": null, "element": "format", "qualifier": "mimetype", "schema": "dc"}, {"key": "dc.language.iso", "value": "fin", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "Software as a service (SaaS)", "language": null, "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "SaaS-palveluiden markkinointi ja myynti B2B-markkinoilla", "language": null, "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-201101101013", "language": null, "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.dcmitype", "value": "Text", "language": "en", "element": "type", "qualifier": "dcmitype", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", "language": "en", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Faculty of Information Technology", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Informaatioteknologian tiedekunta", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Tietojenk\u00e4sittelytieteiden laitos", "language": "fi", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Department of Computer Science and Information Systems", "language": "en", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Information Systems Science", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Tietoj\u00e4rjestelm\u00e4tiede", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.type.coar", "value": "http://purl.org/coar/resource_type/c_bdcc", "language": null, "element": "type", "qualifier": "coar", "schema": "dc"}, {"key": "dc.rights.accesslevel", "value": "openAccess", "language": "fi", "element": "rights", "qualifier": "accesslevel", "schema": "dc"}, {"key": "dc.type.publication", "value": "masterThesis", "language": null, "element": "type", "qualifier": "publication", "schema": "dc"}, {"key": "dc.subject.oppiainekoodi", "value": "601", "language": null, "element": "subject", "qualifier": "oppiainekoodi", "schema": "dc"}, {"key": "dc.subject.yso", "value": "markkinointi", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "myynti", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "ohjelmistoliiketoiminta", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.format.content", "value": "fulltext", "language": null, "element": "format", "qualifier": "content", "schema": "dc"}, {"key": "dc.rights.url", "value": "https://rightsstatements.org/page/InC/1.0/", "language": null, "element": "rights", "qualifier": "url", "schema": "dc"}, {"key": "dc.type.okm", "value": "G2", "language": null, "element": "type", "qualifier": "okm", "schema": "dc"}]
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