The Solution Centric Organization

Author : Keith M. Eades,Robert Kear
Publisher : McGraw Hill Professional
Page : 314 pages
File Size : 46,6 Mb
Release : 2007-04-10
Category : Computers
ISBN : 9780071491662

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The Solution-Centric Organization by Keith M. Eades,Robert Kear Pdf

The Solution-Centric Organization provides a comprehensive framework for moving companies away from a product/price orientation to a successful, solution-centric approach that includes sales, marketing, communication, and a problem-solving mentality. Written by the CEO and Marketing VP of Sales Performance International (SPI)_a company that has trained thousands of senior managers in the principles of Solution Selling®_this business-building resource shows how to transform an organization so that it can better solve customers' problems, and thereby differentiate itself from the competition. The Solution-Centric Organization takes managers step by step through: A New Sales Environment:provides the rationale for transforming a company into a solution-centric organization, fully describing the emerging emphasis on solution-centricity, the growing trend in solutions focus, and common reactions to sales performance problems in business today Solution-Centric Concepts and Principles: explains the essentials of solution-centricity and how to embrace them, exploring the implications for sales, the kinds of organizational transformations needed to become solution-centric, and the dangers of “pseudo solutions” A Practical Framework to Drive Performance Improvement: offers a systemic approach for aligning marketing and sales functions to support solution-centric behavior and integrate those activities to improve revenue generation Sales Performance Health Check_presents a methodology for assessing where systemic factors have a negative impact on overall sales performance, featuring objective assessment criteria for each of 26 performance areas and numerous templates and tools for understanding customer problems and needs Designed to help organizations capitalize on the realities of 21st century business, this essential management guide contains clear starting points for moving a company to the powerful solution-centric model, plus practical benchmarks for measuring the success of the transformation. Authoritative and easy to use, The Solution-Centric Organization equips forward-looking companies with all the concepts, methodology, and techniques needed to reap the rewards of becoming solution-centric: significant competitive advantage, larger sales volume, increased revenue and profit, higher employee morale, and greater customer loyalty.

Author : BusinessNews Publishing
Publisher : Primento
Page : 15 pages
File Size : 45,6 Mb
Release : 2014-11-12
Category : Business & Economics
ISBN : 9782511021859

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Summary: The Solution-Centric Organization by BusinessNews Publishing Pdf

The must-read summary of Keith Eades and Robert Kear's book: "The Solution-Centric Organization: Transform Your Revenue Engine to Market and Sell High Value Solutions". This complete summary of Keith Eades and Robert Kear's book "The Solution-Centric Organization" shows that, as globalisation proceeds, more and more companies are trying to differentiate themselves by offering “solutions” – loose bundles of products and services lumped together in an attempt to offset being viewed as commodities. However, this isn't enough and something more fundamental needs to change. In their book, the authors explain that in order to move from being product-centered to becoming solution-centered, there are six systemic drivers which need to be aligned. This summary presents the competitive advantage of becoming solution-centric, and gives essential concepts and principles to solution-centricity. Added-value of this summary: • Save time • Understand key concepts • Expand your knowledge To learn more, read "The Solution-Centric Organization" and discover the key to creating products that customers really want.

Author : Keith M. Eades
Publisher : Unknown
Page : 128 pages
File Size : 45,6 Mb
Release : 2006-08-01
Category : Electronic
ISBN : 0070619816

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Solution-Centric Organization by Keith M. Eades Pdf

Author : Jay R. Galbraith
Publisher : John Wiley & Sons
Page : 208 pages
File Size : 46,5 Mb
Release : 2011-01-06
Category : Business & Economics
ISBN : 9781118046869

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Designing the Customer-Centric Organization by Jay R. Galbraith Pdf

Designing the Customer-Centric Organization offers todayâ??s business leaders a comprehensive customer-centric organizational model that clearly shows how to put in place an infrastructure that is organized around the demands of the customer. Written by Jay Galbraith (the foremost expert in the field of organizational design), this important book includes a tool that will help determine how customer-centric an organization is- light-level, medium-level, complete-level, or high-level- and it shows how to ascertain the appropriate level for a particular institution. Once the groundwork has been established, the author offers guidance for the process of implementing a customer-centric system throughout an organization. Designing the Customer-Centric Organization includes vital information about structure, management processes, reward and management systems, and people practices.

Author : Layna Fischer
Publisher : Future Strategies Inc.
Page : 200 pages
File Size : 41,9 Mb
Release : 2012-01-01
Category : Business & Economics
ISBN : 9780984976430

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Delivering the Customer-centric Organization by Layna Fischer Pdf

Customer-centric organizations are concerned about shrinking volumes of business, stiffer competition and ever-more demanding consumer expectations which have increased pressure on the bottom line. The ability to successfully manage the customer value chain across the life cycle of a customer is the key to the survival of any company today. Business processes must react to changing and diverse customer needs and interactions to ensure efficient and effective outcomes. This important book looks at the shifting nature of consumers and the workplace, and how BPM and associated emergent technologies will play a part in shaping the companies of the future. BPM's promises are real, but the path to success is littered with pitfalls and shortcuts to failure. Best practices can help you avoid them. If you are just embarking on using its methods and tools, these authors have a wealth of experience to learn from and build on. Whether you are a business manager or an Information Technology practitioner, this special collection will provide valuable information about what BPM can do for you-and how to apply it.

Author : Simon David Clatworthy
Publisher : O'Reilly Media
Page : 270 pages
File Size : 50,7 Mb
Release : 2019-07-15
Category : Business & Economics
ISBN : 9781492045748

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The Experience-Centric Organization by Simon David Clatworthy Pdf

Is your organization prepared for the next paradigm of customer experience, or will you be left behind? This practical book will make you a winner in a market driven by experience, enabling you to develop desirable offerings and standout service to attract loyal customers. Author Simon Clatworthy shows you how to transform your organization into one that aligns your customers’ experiential journey with platforms, organizational structures, and strategic alliances. Rather than treat customer experience as an add-on to product and service design, you’ll discover how experience-centricity can drive the whole organization. Learn the five steps necessary to transform into an experience-centric organization Explore the underlying structure needed to design and deliver memorable experiences Understand how customers and clients experience products and services Develop experiential DNA as an extension of your brand DNA Be proactive by translating cultural trends into experiences

Author : Chandru Shankar,Vincent Bellefroid
Publisher : Packt Publishing Ltd
Page : 475 pages
File Size : 41,6 Mb
Release : 2011-01-01
Category : Computers
ISBN : 9781849681117

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Microsoft Dynamics Sure Step 2010 by Chandru Shankar,Vincent Bellefroid Pdf

The smart guide to the successful delivery of Microsoft Dynamics Business Solutions using Microsoft Dynamics Sure Step 2010 with this book and eBook.

Author : Chandru Shankar,Vincent Bellefroid,Nilesh Thakkar
Publisher : Packt Publishing Ltd
Page : 507 pages
File Size : 42,8 Mb
Release : 2014-01-24
Category : Computers
ISBN : 9781849687034

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Customer Success with Microsoft Dynamics Sure Step by Chandru Shankar,Vincent Bellefroid,Nilesh Thakkar Pdf

Customer Success with Microsoft Dynamics Sure Step is a focused tutorial of Microsoft Dynamics solution envisioning and delivery, rather than a step-by-step guide into project management. It will equip you with the tactics required to plan, align, and orchestrate your solution selling activities, as well as help you to be efficient, proactive, goal driven, and flexible in your Microsoft Dynamics engagements. If you are involved in one or more of the roles stated below, then this book is for you: If you are a Project Manager, Engagement Manager, Solution Architect, or Consultant involved in delivering Microsoft Dynamics solutions, this book will teach you how you can improve the quality of your implementation with a consistent, repeatable process. If you are a Customer Project Manager, Subject Matter Expert, Key User, or End User involved in selecting the right business solution for your organization and delivering the Microsoft Dynamics solution, this book will help you determine how the method facilitates the delivery of a solution that is aligned to your vision. If you are a Sales Executive, Services Sales Executive, Technical Sales Specialist, Pre-Sales Consultant, or Engagement Manager involved in the sales of Microsoft Dynamics solutions, this book will help you to understand how you can accelerate your sales cycle and bring it to a close. If you are the Customer Decision Maker, CxO, Buyer, or Project Manager who participates in the selection process for your business solution needs, this book will show you how to determine how this process can help your due diligence exercise and set the stage for a quality implementation of the solution. If you are a Change Management expert, this book will enable you to learn how you can help the customer manage organizational change during the business solution delivery process, and/or help solution providers adopt a process for selling and delivering solutions.

Author : Kaj Storbacka,Risto Pennanen
Publisher : Springer Science & Business Media
Page : 148 pages
File Size : 53,9 Mb
Release : 2014-02-07
Category : Business & Economics
ISBN : 9783319039763

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Solution Business by Kaj Storbacka,Risto Pennanen Pdf

Success 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. This 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 as well as to many managerial levels. The book will also help you self-assess how ready your organization is for success in solution business.

Author : Dave Milner
Publisher : Apress
Page : 363 pages
File Size : 54,6 Mb
Release : 2011-08-13
Category : Computers
ISBN : 9781430231127

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Pro ASP.NET SharePoint 2010 Solutions by Dave Milner Pdf

You’ve run into this issue numerous times. You are developing an ASP.NET application, and you need to incorporate functionality that comes pre-packaged in SharePoint. Wikis, blogs, document management, user authentication, access management—common needs across a variety of solutions. Without guidance and examples, interacting with underlying SharePoint components can be challenging, and working with the different SharePoint APIs is complicated. This book will introduce you to a variety of techniques to master the art of developing ASP.NET applications that are built upon a SharePoint foundation. With these techniques you can start using SharePoint as a development platform to enhance and complement your ASP.NET development. You’ll explore: Integration with SharePoint components The SharePoint/.NET/IIS implementation Configuration management Code Access Security Feature packaging Proper use of SharePoint APIs Advanced deployment techniques Pro ASP.NET Sharepoint 2010 walks you through all of the steps needed to successfully build and deploy ASP.NET solutions within the SharePoint platform. You'll then be able to greatly enhance your applications and build unique solutions that are a mixture of SharePoint and ASP.NET.

Author : Ordóñez de Pablos, Patricia
Publisher : IGI Global
Page : 418 pages
File Size : 42,9 Mb
Release : 2013-04-30
Category : Business & Economics
ISBN : 9781466638952

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Best Practices and New Perspectives in Service Science and Management by Ordóñez de Pablos, Patricia Pdf

Within global commerce, services and management play a vital role in the economy. Service systems are necessary for organizations, and a multi-disciplinary approach is ideal to establish full understanding of these systems. Best Practices and New Perspectives in Service Science and Management provides original research on all aspects of service science, service management, service engineering, and its supporting technology in order to administer cutting-edge knowledge to encourage the improvement of services. This book is essential for researchers and practitioners in the fields of computer science, software management, and engineering.

Author : Julie Hodges
Publisher : Kogan Page Publishers
Page : 289 pages
File Size : 44,5 Mb
Release : 2024-02-03
Category : Business & Economics
ISBN : 9781398612563

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People-Centric Organizational Change by Julie Hodges Pdf

The only way to achieve successful business change is by engaging employees and making the transformation people-centric. This book explains how to achieve this. Written by a leading voice in the change management industry who has both academic and practitioner experience, People-Centric Organizational Change is a practical guide for change professionals and postgraduate students. It covers everything from what people-centric change is and why it's essential to engage people with the change through to the importance of the communication of change and how to do this effectively with a distributed workforce in a hybrid working environment. Using evidence-based research, this book fully explores the human dynamic of change, explains how to promote collaboration between colleagues and shows how to involve line managers in the change process. There is also advice on how to encourage staff to see change as an opportunity rather than a threat. People-Centric Organizational Change also includes discussion of the impact of change on employee wellbeing as well as the relationship between Equality, Diversity and Inclusion (EDI) and change. There is also advice on how to build people-centric initiatives into an overall change strategy. It is full of country agnostic tools and tips that can be used across cultures as well as frameworks and skills that can be applied in public, private and third sector settings. Global case studies and examples throughout help to put the content into context and show how a people-first approach to change works in practice. Online resources include PowerPoint slides for each chapter.

Author : Keith M. Eades,Timothy T. Sullivan
Publisher : John Wiley & Sons
Page : 246 pages
File Size : 50,5 Mb
Release : 2014-03-31
Category : Business & Economics
ISBN : 9781118872420

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The Collaborative Sale by Keith M. Eades,Timothy T. Sullivan Pdf

Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Author : Robert W. Palmatier,Christine Moorman,Ju-Yeon Lee
Publisher : Edward Elgar Publishing
Page : 384 pages
File Size : 43,5 Mb
Release : 2019
Category : Business & Economics
ISBN : 9781788113601

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Handbook on Customer Centricity by Robert W. Palmatier,Christine Moorman,Ju-Yeon Lee Pdf

Drawing on the expertise of leading marketing scholars, this book provides managers and researchers with insights into the fundamentals of customer centricity and how firms can develop it. Customer centricity is not just about segmentation or short-term marketing tactics. Rather, it represents an organization-wide philosophy that focuses on the systematic and continuous alignment of the firm’s internal architecture, strategy, capabilities, and offerings with external customers.

Author : Peter Beijer,Theo de Klerk
Publisher : Lulu.com
Page : 239 pages
File Size : 43,5 Mb
Release : 2010-03-26
Category : Electronic
ISBN : 9781445706030

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IT Architecture Ð Essential Practice for IT Business Solutions by Peter Beijer,Theo de Klerk Pdf

This book is about IT architecture set against the background of the practical insights gained at HP (Hewlett-Packard) since 1986 and formalized in the HP methodology for IT Strategy and Architecture (ITSA). The important message is that architecture is used to solve problems or exploit opportunities and is not used for the sake of architecture. Core to this is the concept of a seamless chain of justification that unites stakeholders in defining, reinforcing, and supporting the single best fitting IT business solution. This book teaches the IT architecture practitioner how to align the different views and interests of these stakeholders into coherent IT architecture artifacts by permeating the business, functional, technical, and implementation perspectives.