<?xml version="1.0" encoding="UTF-8"?><xml><records><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Aparna Shanker</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">A Customer Value Creation Framework for Businesses That Generate Revenue with Open Source Software</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">customer value</style></keyword><keyword><style  face="normal" font="default" size="100%">customer value creation</style></keyword><keyword><style  face="normal" font="default" size="100%">open source business</style></keyword><keyword><style  face="normal" font="default" size="100%">technology entrepreneurship</style></keyword><keyword><style  face="normal" font="default" size="100%">value proposition</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2012</style></year><pub-dates><date><style  face="normal" font="default" size="100%">03/2012</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/534</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">2</style></volume><pages><style face="normal" font="default" size="100%">18-22</style></pages><abstract><style face="normal" font="default" size="100%">Technology entrepreneurs must create value for customers in order to generate revenue. This article examines the dimensions of customer value creation and provides a framework to help entrepreneurs, managers, and leaders of open source projects create value, with an emphasis on businesses that generate revenue from open source assets. The proposed framework focuses on a firm's pre-emptive value offering (also known as a customer value proposition). This is a firm's offering of the value it seeks to create for a customer, in order to meet his or her requirements.</style></abstract><issue><style face="normal" font="default" size="100%">3</style></issue><custom1><style face="normal" font="default" size="100%">Carleton University
Aparna Shanker is a customer applications engineer with Alcatel-Lucent in Ottawa, where her job focus is on IP networks and the 4G LTE Evolved Packet Core. She is also currently a graduate student in the Technology Innovation Management program at Carleton University. Her research interests include open source businesses and customer value management. She holds an undergraduate degree in Computer Engineering from Queen's University, Kingston.</style></custom1></record><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Aparna Shanker</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">An Enterprise Perspective on Customer Value Propositions for Open Source Software</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">business models</style></keyword><keyword><style  face="normal" font="default" size="100%">customer value creation</style></keyword><keyword><style  face="normal" font="default" size="100%">enterprise customers</style></keyword><keyword><style  face="normal" font="default" size="100%">marketing strategy</style></keyword><keyword><style  face="normal" font="default" size="100%">open source software</style></keyword><keyword><style  face="normal" font="default" size="100%">open source suppliers</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2012</style></year><pub-dates><date><style  face="normal" font="default" size="100%">12/2012</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/635</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">2</style></volume><pages><style face="normal" font="default" size="100%">28-36</style></pages><language><style face="normal" font="default" size="100%">eng</style></language><abstract><style face="normal" font="default" size="100%">Research on open source software (OSS) has examined value creation primarily from the perspective of the individuals and suppliers that create the software. The perspective of enterprise users who use and pay for OSS has been largely neglected so far. Understanding what paying customers want and how to create products and services they value is the cornerstone of any business model. Therefore, research on what enterprise users value in OSS is of paramount importance to OSS solution suppliers; it can be used to create a new customer base and sustain an existing one. 
This study examines the value of OSS as perceived by enterprise customers. Through an analysis of three literature streams (firm participation in open source software, business models, and customer value), a model on customer value creation was developed. Interviews were conducted with nine decision makers from enterprises that use OSS in operational projects. The key findings of this research are that: i) the maturity of the software determines the degree to which customers value their relationship with the supplier; ii) customers value differentiating functionality and costs savings; and iii) switching costs with OSS depend on the size, complexity, and dependencies of the software itself. This research identifies the points of value that the suppliers of OSS should focus on, and it points to the need for marketing strategies that can demonstrate this value to enterprise customers. </style></abstract><issue><style face="normal" font="default" size="100%">12</style></issue><custom1><style face="normal" font="default" size="100%">Carleton University 
Aparna Shanker is a customer applications engineer with Alcatel-Lucent in Ottawa, where her job focus is on IP networks and the 4G LTE Evolved Packet Core. She is also currently a graduate student in the Technology Innovation Management program at Carleton University. Her research interests include open source businesses and customer value management. She holds an undergraduate degree in Computer Engineering from Queen's University, Kingston.</style></custom1></record><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Aparna Shanker</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">Q&amp;A. What Is Customer Value and How Do You Deliver It?</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">customer feedback</style></keyword><keyword><style  face="normal" font="default" size="100%">customer value</style></keyword><keyword><style  face="normal" font="default" size="100%">market orientation</style></keyword><keyword><style  face="normal" font="default" size="100%">value proposition</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2012</style></year><pub-dates><date><style  face="normal" font="default" size="100%">02/2012</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/525</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">2</style></volume><pages><style face="normal" font="default" size="100%">32-33</style></pages><issue><style face="normal" font="default" size="100%">2</style></issue><custom1><style face="normal" font="default" size="100%">Carleton University
Aparna Shanker is a customer applications engineer with Alcatel-Lucent in Ottawa, where her job focus is on IP networks and the 4G LTE Evolved Packet Core. She is also currently a graduate student in the Technology Innovation Management program at Carleton University. Her research interests include open source businesses and customer value management. She holds an undergraduate degree in Computer Engineering from Queen's University, Kingston.</style></custom1></record><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Igor Sales</style></author><author><style face="normal" font="default" size="100%">Aparna Shanker</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">Proving the Expertise of Freelance Android Developers</style></title><secondary-title><style face="normal" font="default" size="100%">Open Source Business Resource</style></secondary-title></titles><dates><year><style  face="normal" font="default" size="100%">2011</style></year><pub-dates><date><style  face="normal" font="default" size="100%">05/2011</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/443</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><language><style face="normal" font="default" size="100%">eng</style></language><abstract><style face="normal" font="default" size="100%">Android continues to grow in popularity as a mobile operating system. With this constant growth in popularity comes a demand for skilled, specialized platform and application developers rather than just generalists that are currently provided by outsourcing firms. This article describes a business opportunity where a collective of proven experts can be used to fulfill this need for specialized developers. A key aspect of the proposed solution is the provision of proven expertise by certifying and guaranteeing the level of specialization of developers in the collective.</style></abstract><issue><style face="normal" font="default" size="100%">May 2011</style></issue><work-type><style face="normal" font="default" size="100%">Articles</style></work-type><custom1><style face="normal" font="default" size="100%">Carleton University
Igor Sales is a freelance software developer and entrepreneur in Ottawa, Ontario. He holds a Master's degree in Software Engineering from the University of Ottawa and is currently a graduate student in the Technology Innovation Management program at Carleton University. Igor has coded device drivers, frameworks, and applications as well as interfaced directly with customers to solve their technical challenges. He is now focusing on mobile software frameworks and applications.</style></custom1><custom2><style face="normal" font="default" size="100%">Carleton University
Aparna Shanker is a network engineer with Alcatel-Lucent in Ottawa, Ontario. She is currently a graduate student in the Technology Innovation Management program at Carleton University and holds an undergraduate degree in Computer Engineering from Queen's University, Kingston.</style></custom2></record></records></xml>