Mfg. needs to shift approach to sales

June 02, 2016 - 07:00pm

Technology advancements and the Industrial Internet of Things are making outcome orientation more feasible, according to the Harvard Business Review. For example, when Rolls Royce or GE provide a “power by the hour” engine solution, they are delivering an outcome and potentially more value to the customer.

Becoming an outcome-centric organization isn’t as straightforward as it might seem, however. The transformation requires manufacturers to redesign every major function in its organization—especially commercial functions charged with defining, selling and servicing value propositions.


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