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How to Build and Implement a Solutions Business (Schneider Electric)
Author: Harvey Dunham, Schneider Electric
Presentation Handout | May 15, 2011
Institutionalizing solution selling in a B2B company remains a real challenge. Schneider Electric has been one pioneer in this area, and this session proposes to look at how solution selling was implemented, what are the hurdles and issues, how they were resolved and what were the business outcomes. Learn how to: * Which strategic relationships lead to the design of solutions to meet customers' needs * How to organize/institutionalize the design of solutions * How to solve or circumvent the customer's and your own firm's internal barriers to deliver solutions that meet customer expectations * How to get the best business results (growth, profitability, customer loyalty) from delivering customer-specific solutions
Available to SAMA members only
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