Develop Solutions: Identifying New Value-Creation Opportunities
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چکیده
In this chapter we discuss the development of solutions from two viewpoints: Commercialization: We explain why firms need to use customer-value research in order to create a deep understanding of customers’ business realities. The key questions here focus on what creates value for the customers and how do customers measure success. Industrialization: We show that the cornerstone of a successful solution business lies in developing a solution hierarchy with standardized components, or basic sales items (BSI), that enable modularity and repeatability.
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