The Chase for Higher Value
Are You Trapped Between a Product Company and a Solutions Company?
Whitepaper summary:
Many industrial marketers are trying to make the transition from selling products to providing customers total solutions. As many have found out, this is a daunting task. As we will see, the operational requirements and level of change necessary to effectively sell and support solutions are substantial. Often the costs, risks and level of change required to pursue this strategy are too great for companies to digest, resulting in under-resourcing the strategy and effectively killing it before it has a chance to blossom.
So, what makes creating a solutions business such a compelling strategy?
