Business Solutions on Demand: How to Transform from a Product-led to a Service-led Company

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Kogan Page Publishers, 2004 - Business planning - 278 pages
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"It argues convincingly that companies should look at what solutions they can provide consumers with, rather than looking at what products they can foist upon them ... This is an effective guide to delivering real value to the customer through genuine innovative thinking."

The Marketer

"One of the most successful business solutions tomes ever published."

PCPlus Business

Based partly on IBM's own transformation, and partly on the transformations that IBM has helped its clients to achieve, this ground-breaking book shows how companies can increase sales and improve margins by introducing a range of solutions.

Highly readable, motivational and fast-paced, Business Solutions On Demand is packed with examples from many diverse industries. The authors emphasize that for today's business to compete and survive, it has to exceed the expectations of its customers. Technological advancement, globalization, increased competition, market saturation and easy access to information are all conspiring to make traditional business models redundant.

 

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Contents

Transformation in food retailing
22
The lowcost business model
38
Introduction 38 The causes of change 39 From product
53
Transformation in the information technology industry
73
Industries transforming
93
Business innovation
112
The business innovator
131
Solution creation and delivery
141
Solution marketing
171
The industry marketing manager
195
Knowledge management
202
The knowledge manager
226
Business design
235
Index
275
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About the author (2004)

Mark Cerasale is Head of Value Engineering at SAP, the world's leading provider of e-business software solutions. He has consulting experience covering many sectors.

Merlin Stone is IBM Professor of Relationship Marketing at Bristol Business School and Business Research Leader with IBM's Business Consulting Services.

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