When shifting focus from products to instead build revenue through services, a manufacturer’s approach to new business must be wholly geared towards understanding the outcome customer’s value.
It may be the case that selling a service requires speaking to a new point of contact within a customer’s organisation, a more senior individual for example. Once a manufacturer realises the short-sighted and unsustainable nature of focusing purely on selling a product, and starts a servitization business transformation, the resulting…
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