How product companies can learn to sell solutions

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With the rise of digital technology, the software component in many products, ranging from washing machines to machine tools, has grown increasingly important. This has given the manufacturers an opportunity to become solution businesses — a switch that can deliver great business benefits.

Read the full article which includes a case study based in the machine industry –  a sector that has been at the forefront of the shift from products to solutions.

Making the switch from being a product business to being a solution business is far from straightforward. It requires a transformation in how the company markets, sells and supports its offerings.

However, the continuing digital revolution and the rise of the internet of things mean that many more companies, from all sectors, are likely to find software becoming a core part of their business. And, regardless of how they started, many more companies will find that their ability to create, sell and support solutions plays a crucial role in determining their future success.

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The article was written by:

  • Dr. Adrian Reisch
    Senior Manager, Advisory Services — Product Life Cycle Management, Ernst & Young GmbH, Germany
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