LEADER 05613nam 22008295 450 001 9910298544203321 005 20200920132332.0 010 $a3-319-03976-8 024 7 $a10.1007/978-3-319-03976-3 035 $a(CKB)3710000000088175 035 $a(EBL)1697901 035 $a(OCoLC)904403977 035 $a(SSID)ssj0001185209 035 $a(PQKBManifestationID)11678697 035 $a(PQKBTitleCode)TC0001185209 035 $a(PQKBWorkID)11198641 035 $a(PQKB)11531460 035 $a(MiAaPQ)EBC1697901 035 $a(DE-He213)978-3-319-03976-3 035 $a(PPN)176750479 035 $a(EXLCZ)993710000000088175 100 $a20140207d2014 u| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aSolution Business$b[electronic resource] $eBuilding a Platform for Organic Growth /$fby Kaj Storbacka, Risto Pennanen 205 $a1st ed. 2014. 210 1$aCham :$cSpringer International Publishing :$cImprint: Springer,$d2014. 215 $a1 online resource (148 p.) 225 1 $aManagement for Professionals,$x2192-8096 300 $aDescription based upon print version of record. 311 $a3-319-03975-X 320 $aIncludes bibliographical references. 327 $aDriving Growth and Profit With Solution Business -- Develop Solutions: Identifying New Value Creation Opportunities -- Create Demand: Generating Sales Opportunities -- Sell Solution: Turning an Opportunity to an Order -- Deliver Solution: Securing Customer Value Creation and Firm Value Capture -- Solution Platform: Foundation for Sustainable Success.- Making It Happen: Are You Ready for Solution Business?. 330 $aSuccess in solution business starts by accepting that solution business is a separate business model, not simply another product category or an extension of the existing product business. This book identifies the business model areas that firms need to focus on when transforming into solution business. It further organizes these areas into three sets of capabilities and practices: commercialization, industrialization, and solution platforms. Commercialization refers to a firm?s ability to understand customers? value-creating processes and to create solutions that enable improved value creation for customers. It also refers to a firm?s ability to sell the solutions and to receive compensation based on customers? value-in-use. Industrialization refers to a firm?s ability to standardize the solution in order to create repeatability and scalability. To support repeatability, firms need to develop common processes so that the solutions can be efficiently replicated across regions and time. A solution platform creates the necessary support for an effective solution-business process. The platform consists of subsets of capabilities related to strategic management, management systems, infrastructure support, and human resources. Solution Business: Building a Platform for Organic Growth is the first book to take a comprehensive view of success in solution business, and its relevance therefore extends to all functions of firms wanting to become solution providers. It offers advice for strategy planning, business development, research and development, marketing, sales, supply chain management, operations, finance, planning and control, legal matters, and human resources management. The book is also relevant on many managerial levels. For top management, it provides the agenda for transformation. For functional heads, it illustrates the capabilities that each function needs to develop. For business-unit heads, it shows the areas prone to conflict during the transition towards solution business. And for middle management, it offers a language with which to discuss solution business across functions and regions. The book will also help you self-assess how ready your organization is for success in solution business. 410 0$aManagement for Professionals,$x2192-8096 606 $aLeadership 606 $aOrganization 606 $aPlanning 606 $aSales management 606 $aManagement 606 $aIndustrial management 606 $aProduction management 606 $aBusiness Strategy/Leadership$3https://scigraph.springernature.com/ontologies/product-market-codes/515010 606 $aOrganization$3https://scigraph.springernature.com/ontologies/product-market-codes/516000 606 $aSales/Distribution$3https://scigraph.springernature.com/ontologies/product-market-codes/524000 606 $aInnovation/Technology Management$3https://scigraph.springernature.com/ontologies/product-market-codes/518000 606 $aOperations Management$3https://scigraph.springernature.com/ontologies/product-market-codes/519000 615 0$aLeadership. 615 0$aOrganization. 615 0$aPlanning. 615 0$aSales management. 615 0$aManagement. 615 0$aIndustrial management. 615 0$aProduction management. 615 14$aBusiness Strategy/Leadership. 615 24$aOrganization. 615 24$aSales/Distribution. 615 24$aInnovation/Technology Management. 615 24$aOperations Management. 676 $a658.812 700 $aStorbacka$b Kaj$4aut$4http://id.loc.gov/vocabulary/relators/aut$01057896 702 $aPennanen$b Risto$4aut$4http://id.loc.gov/vocabulary/relators/aut 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910298544203321 996 $aSolution Business$92495397 997 $aUNINA