Innovation by Design: Creating Customer Solutions

Solution selling is a next-frontier growth strategy, replacing mere product selling. Companies like IBM and UPS have transformed their organizations to provide end-to-end industrial solutions. Apple and Kodak transformed hardware products to experiences that meet the needs (often unarticulated) of consumers. Companies that pursue a solution-oriented strategy deepen relationships with customers, expand control over the value chain and change the value proposition of their products and services. Implementing such a strategy is a daunting challenge because of the dramatic shift required in managerial, technical and organizational thinking. Through case studies and interactive discussion, participants will learn key differences between product-oriented logic and solution-oriented logic and how to mobilize internal resources for the shift. They will learn key organizing principles, technological infrastructure and organizational change strategy for success.

Fee: Yes

Contact Information:
James Van Doren
Executive Education
james.vandoren@case.edu
Phone: 216-368-6413
Fax: 216-368-0200

Website Resources:
Innovation by Design: Creating Customer Solutions
Tuesday, Jan. 24, 2006 from 9 a.m. to 4:30 p.m.
Sponsored by: Weatherhead Executive Education

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