Question

Topic: Student Questions

Options To Relieve The Pains Of A Big Investment

Posted by rickerdvroen on 4/26/2018 at 7:55 AM ET 125 Points
I conduct a survey for an automation company based in the Netherlands. In this research I went looking for the pains and the gains of the customer, based on the value proposition design of Osterwalder & Pigneur. Using qualitative research (interviews) showed that the customers see the investment as the biggest pain. I started doing desk research to find out how successful companies solved this problem, I found the following answers:
- Transparency
- Dividing the investment into modules
- Getting insight in the Return on Investment
- Lease contracts
- Subsidy from the municipality

Lowering the price of the investment is not an option.
The height of the investment is usually between $35.000 and $350.000.

To summarize my question:
How do successful companies alleviate the pain of a large investment for the customer?

Are there any options that I have not found yet?

Thank you in advance.
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RESPONSES

  • Posted by mgoodman on 4/26/2018 at 12:35 PM Accepted
    Guarantee the ROI
    Underwrite the investment (as an equity partner)
    Find/provide independent investors/lenders
    Include professionally prepared business plan so customer can seek funding
  • Posted by saul.dobney on 4/27/2018 at 3:38 AM Accepted
    Provide funding options or staged payments. Provide documents and advice to support the business case or business plan if external funding is being sought. A variety of leasing options, that can be negotiated with a financial partner ahead of time. Ensure you have service contracts, warranties and guarantees that reduce the perceived risk.
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