The Solution-Centric Organization
Keith M. Eades, Robert KearISBN: 0072262648; 9780072262643;
Learn from great companies like Microsoft and IBM how to shift your focus from products to solutions and winning new customers, raising productivity, and achieving double-digit growth The key for your company, especially if it's a technoogy company, to improve its growth rate is to define itself by the problems it solves rather than by the products it makes. To do that effectively, it must align all aspects of marketing into the problem/solution framework, apply solution-selling techniqes to all channels, and provide comprehensive support for their solution-centric disciplines. The Solution-Centric Organization gives you a crash course in applying this new model to your company.