How can traditionally product-focused companies accelerate the transition to solutions and unlock new sources of value for customers? By adopting a “solutions mindset” that focuses on relationship management and strategic marketing. ​

In this on-demand webcast, Innosight’s industrial practice leaders explore three strategies that industrial leaders are adopting to create a solutions capability:​

  • Customer-focused solution design to provide deeper customer insights, understanding the full range of possible solutions and applicable technologies, and infusing that insight into every step along the development process.​
  • A new go-to-market playbook for selling that addresses new sources of complexity, an expanded customer value proposition and new sales models to reach new buyers.​
  • A value-management function that focuses on helping customers realize the full value of a solution by partnering with them to identify and overcome barriers to adopting new technology and other features being offered.