From Products to Services: Insight and Experience from Companies Which Have Embraced the Service Economy
By Laurie Young
4.5/5
()
About this ebook
Yet very little has been published on this profound transition. As a result, myths and idiocies abound. Some routinely claim that the ‘evolution from products through services to solutions’ is inevitable. Others think that manufacturing is being outsourced to China and India while American or European teenagers face a career in hamburger stalls. The truth is much more fascinating. To succeed in a service business, most functions of a product company need to change. Operations, management, recruitment, finance, sales, new product development and marketing must all be adjusted. So the move into service therefore involves huge risk caused by disruptive and radical change. What has pushed realistic business people in such widely different industrial sectors to take so large a risk? Does their experience contain lessons or warnings for others? Is the trend likely to continue and affect other parts of the world as their economies develop? Will India, China or other developing economies need to learn how to export service once their manufacturing industries mature?
Written by a successful businessman who has been at the heart of these changes in several companies and, with case studies from companies like IBM, Unilever, BT, Michelin, Ericsson and Nokia, this book explores the experience of those who have made the transition; and some who have resisted it. It covers in depth subjects such as: strategic focus, change management, service operations, branding a service business, service sales and service marketing. It is the first major work on this subject.
"This book is a ‘must read’ for those considering the plunge into service growth and innovation. Even those companies that have already taken the plunge will gain fresh perspective"
—Jim Spohrer, Director, IBM Almaden Research Centre, USA
"Laurie Young details in very practical ways the reasons and methodologies for change … I would recommend this book to every one of my customers."
—Douglas Morse, Managing Principal for the Services Transformation and Innovation Group LLC
"I am thrilled with the publication of this much needed book. In my work with businesses around the globe, I find that grappling with the challenge of transforming a company from products to services is a compelling priority for increasing numbers of firms."
—Stephen W. Brown, PhD, Carson Chair, Professor and Executive Director, Center for Services Leadership, W. P. Carey School of Business, Arizona State University
Read more from Laurie Young
The Marketer's Handbook: Reassessing Marketing Techniques for Modern Business Rating: 0 out of 5 stars0 ratingsScenarios in Marketing: From Vision to Decision Rating: 0 out of 5 stars0 ratingsMarketing the Professional Services Firm: Applying the Principles and the Science of Marketing to the Professions Rating: 0 out of 5 stars0 ratings
Related to From Products to Services
Related ebooks
Sales Transformation Rating: 0 out of 5 stars0 ratingsMade to Serve: How Manufacturers can Compete Through Servitization and Product Service Systems Rating: 0 out of 5 stars0 ratingsAdvanced Analytics and AI: Impact, Implementation, and the Future of Work Rating: 0 out of 5 stars0 ratingsGlobal Account Management: Creating Value Rating: 0 out of 5 stars0 ratingsCFO Insights: Achieving High Performance Through Finance Business Process Outsourcing Rating: 0 out of 5 stars0 ratingsSelling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More Rating: 0 out of 5 stars0 ratingsIT-Driven Business Models: Global Case Studies in Transformation Rating: 0 out of 5 stars0 ratingsMarketing Excellence: Winning Companies Reveal the Secrets of Their Success Rating: 0 out of 5 stars0 ratingsDiscount Business Strategy: How the New Market Leaders are Redefining Business Strategy Rating: 0 out of 5 stars0 ratingsPrivate Banking: Building a Culture of Excellence Rating: 0 out of 5 stars0 ratingsEssential Strategies for Financial Services Compliance Rating: 0 out of 5 stars0 ratingsIntelligent M&A: Navigating the Mergers and Acquisitions Minefield Rating: 0 out of 5 stars0 ratingsEfficient Sales Performance: Open Learning for Sales Professionals Rating: 0 out of 5 stars0 ratingsBeyond the Familiar: Long-Term Growth through Customer Focus and Innovation Rating: 0 out of 5 stars0 ratingsDriving Service Productivity: Value-Creation Through Innovation Rating: 0 out of 5 stars0 ratingsLean Solutions: How Companies and Customers Can Create Value and Wealth Together Rating: 4 out of 5 stars4/5Architects of Electronic Trading: Technology Leaders Who Are Shaping Today's Financial Markets Rating: 0 out of 5 stars0 ratingsThe Black Book of Outsourcing: How to Manage the Changes, Challenges, and Opportunities Rating: 0 out of 5 stars0 ratingsBusiness Genetics: Understanding 21st Century Corporations using xBML Rating: 0 out of 5 stars0 ratingsThe CFO as Business Integrator Rating: 0 out of 5 stars0 ratingsConnective Branding: Building Brand Equity in a Demanding World Rating: 0 out of 5 stars0 ratingsStart-up: A Practical Guide to Starting and Running a New Business Rating: 0 out of 5 stars0 ratingsRelationship and Resource Management in Operations Rating: 0 out of 5 stars0 ratingsMastering Business & Investing : A Practical Guide to Success Rating: 0 out of 5 stars0 ratingsSummary of Clayton M. Christensen, Jerome H. Grossman & Jason Hwang's The Innovator's Prescription Rating: 0 out of 5 stars0 ratingsIntelligent Enterprise: A Knowledge and Service Based Paradigm for Industr Rating: 5 out of 5 stars5/5Rigorous Magic: Communication Ideas and their Application Rating: 0 out of 5 stars0 ratingsGame-Changing Strategies: How to Create New Market Space in Established Industries by Breaking the Rules Rating: 5 out of 5 stars5/5
Sales & Selling For You
The Qualified Sales Leader: Proven Lessons from a Five Time CRO Rating: 5 out of 5 stars5/5Increase Your Selling Creativity Rating: 0 out of 5 stars0 ratingsThe New Model of Selling: Selling to an Unsellable Generation Rating: 5 out of 5 stars5/5Summary of The Magic of Thinking Big by David J. Schwartz Rating: 4 out of 5 stars4/5You Can Negotiate Anything: The Groundbreaking Original Guide to Negotiation Rating: 4 out of 5 stars4/5Summary of Timothy Ferriss' book: The 4-Hour Workweek: More time, more money, more life: Summary Rating: 5 out of 5 stars5/5Marketing Made Simple: A Step-by-Step StoryBrand Guide for Any Business Rating: 5 out of 5 stars5/5Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success Rating: 4 out of 5 stars4/5Exactly What to Say: The Magic Words for Influence and Impact Rating: 4 out of 5 stars4/5SOLD: Every Real Estate Agent’s Guide to Building a Profitable Business Rating: 5 out of 5 stars5/5Ninja Selling: Subtle Skills. Big Results. Rating: 4 out of 5 stars4/5Building a StoryBrand: Clarify Your Message So Customers Will Listen Rating: 4 out of 5 stars4/5Summary of You Are a Badass by Jen Sincero Rating: 5 out of 5 stars5/5The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Rating: 4 out of 5 stars4/580/20 Sales and Marketing: The Definitive Guide to Working Less and Making More Rating: 4 out of 5 stars4/5Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No Rating: 5 out of 5 stars5/5DotCom Secrets (Review and Analysis of Brunson's Book) Rating: 4 out of 5 stars4/5The Ultimate Sales Letter 4Th Edition: Attract New Customers. Boost your Sales. Rating: 4 out of 5 stars4/5The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling Rating: 5 out of 5 stars5/5The Mom Test: How to Talk to Customers & Learn if Your Business is a Good Idea When Everyone is Lying to You Rating: 5 out of 5 stars5/5Ten Secrets Of Business Success Rating: 0 out of 5 stars0 ratingsSales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team Rating: 4 out of 5 stars4/5SKILL: A Top-Producing Agent’s Guide to Earning Unlimited Income Rating: 0 out of 5 stars0 ratings
Related categories
Reviews for From Products to Services
2 ratings0 reviews