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Management for Professionals

Solution Business

Building a Platform for Organic Growth

Authors: Storbacka, Kaj, Pennanen, Risto

  • First book with a comprehensive approach to the transformation towards solution business
  • Offers practical guidance on how to industrialise business solutions
  • Provides real-life examples globally collected from both multi-national and smaller firms
  • Helps to achieve a sustainable competitive advantage which is not visible to competitors
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Buy this book

eBook 44,02 €
price for Spain (gross)
  • ISBN 978-3-319-03976-3
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover 57,19 €
price for Spain (gross)
  • ISBN 978-3-319-03975-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
  • The final prices may differ from the prices shown due to specifics of VAT rules
Softcover 57,19 €
price for Spain (gross)
  • ISBN 978-3-319-37721-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
  • The final prices may differ from the prices shown due to specifics of VAT rules
About this book

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.

About the authors

Professor Kaj Storbacka
University of Auckland Business School

M.Sc (naval architecture), Aalto University, School of Science

M.Sc (business admin), Hanken School of Economics

Ph.D. (marketing), Hanken School of Economics

Dr. Storbacka is one of the global forerunners in the field of developing customer oriented business models. He has thirty years of experience as a strategy consultant to major European and global companies – in finance, media, travel, retail, utility, manufacturing and telecommunications.

Dr. Storbacka is one of the global forerunners in the field of developing customer oriented business models. He has thirty years of experience as a strategy consultant to major European and global companies – in finance, media, travel, retail, utility, manufacturing and telecommunications.

Dr. Storbacka is a frequent speaker at internal seminars for major global corporations, at Executive MBA programs and leading management development institutions in Europe, Asia and the US.

He has previously held professor chairs at Hanken School of Economics in Finland and at Nyenrode Business Universiteit in the Netherlands. In 1994, he founded Vectia Ltd., a management consultancy focusing on customer oriented strategy, solution business development and customer experience management. He is now on the board of Talent Vectia Ltd., the largest consulting firm in Finland and since 2004, on the board of the Strategic Account Management Association (SAMA).

Dr. Storbacka has published over sixty books and academic articles. His books Designing Markets: Are you Market Driven or Market Driving (with Dr. Suvi Nenonen) and Customer Relationship Management – Creating Competitive Advantage through Win-Win Relationship Strategies (with Dr. Jarmo R. Lehtinen) have been awarded as the best business books in Finland in 2010 and 1997. His academic research on Market and Business Model Innovation has been published in journals such as Journal of the Academy of Marketing Science, Industrial Marketing Management, Journal of Business & Industrial Marketing, European Journal of Marketing and Market Theory.

Risto Pennanen

M.Sc (Technical Physics), Aalto University and Technische Universität München, Germany
MBA, Aalto University and INSEAD, France

Risto Pennanen is a Senior Partner at the consulting firm Talent Vectia Ltd., Espoo, Finland. He has a long management experience in industry ranging from R&D to manufacturing and sales management as well as business line and business development responsibilities. During his consulting career in Vectia Ltd. and Talent Ltd. he has consulted since year 2000 a number of leading international companies in the ITC, electronics, metals, machinery, construction and paper & pulp industries in customer oriented strategy, solution business development and strategic account management.

Table of contents (7 chapters)

  • Driving Growth and Profit with Solution Business

    Storbacka, Kaj (et al.)

    Pages 1-18

    Preview Buy Chapter 30,19 €
  • Develop Solutions: Identifying New Value-Creation Opportunities

    Storbacka, Kaj (et al.)

    Pages 19-33

    Preview Buy Chapter 30,19 €
  • Create Demand: Generating Sales Opportunities

    Storbacka, Kaj (et al.)

    Pages 35-49

    Preview Buy Chapter 30,19 €
  • Sell Solution: Turning an Opportunity into an Order

    Storbacka, Kaj (et al.)

    Pages 51-71

    Preview Buy Chapter 30,19 €
  • Deliver Solution: Securing Customer Value Creation and Firm Value Capture

    Storbacka, Kaj (et al.)

    Pages 73-87

    Preview Buy Chapter 30,19 €

Buy this book

eBook 44,02 €
price for Spain (gross)
  • ISBN 978-3-319-03976-3
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover 57,19 €
price for Spain (gross)
  • ISBN 978-3-319-03975-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
  • The final prices may differ from the prices shown due to specifics of VAT rules
Softcover 57,19 €
price for Spain (gross)
  • ISBN 978-3-319-37721-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
  • The final prices may differ from the prices shown due to specifics of VAT rules
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Bibliographic Information

Bibliographic Information
Book Title
Solution Business
Book Subtitle
Building a Platform for Organic Growth
Authors
Series Title
Management for Professionals
Copyright
2014
Publisher
Springer International Publishing
Copyright Holder
Springer International Publishing Switzerland
eBook ISBN
978-3-319-03976-3
DOI
10.1007/978-3-319-03976-3
Hardcover ISBN
978-3-319-03975-6
Softcover ISBN
978-3-319-37721-6
Series ISSN
2192-8096
Edition Number
1
Number of Pages
XVII, 136
Number of Illustrations
38 b/w illustrations, 6 illustrations in colour
Topics