Innovation by Design: Creating Customer Solutionshttps://weatherhead.case.edu/events/detail?eid=350Solution 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.
James Van Doren
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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Weatherhead School of Management at Case Western Reserve University cultivates creativity, innovation, and purpose-driven leadership to design a better world.