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    The Solution-Centric Organization (Review and Analysis of Eades and Kear's Book)
    The Solution-Centric Organization (Review and Analysis of Eades and Kear's Book)
    The Solution-Centric Organization (Review and Analysis of Eades and Kear's Book)
    Ebook41 pages22 minutes

    The Solution-Centric Organization (Review and Analysis of Eades and Kear's Book)

    By BusinessNews Publishing

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    About this ebook

    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.
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateNov 12, 2014
    ISBN9782511021859
    The Solution-Centric Organization (Review and Analysis of Eades and Kear's Book)

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      Book preview

      The Solution-Centric Organization (Review and Analysis of Eades and Kear's Book) - BusinessNews Publishing

      Book Presentation:

      The Solution-Centric Organization

      by Keith Eades and Robert Kear

      Book Abstract

      About the Author

      Important Note About This Ebook

      Summary of The Solution-Centric Organization (Keith Eades and Robert Kear)

      Book Abstract

      Main Idea

      As globalization 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. That’s all well and fine, but actually being solution-centric involves much more. Something much more fundamental needs to change. Solution-centric organizations define themselves not by the products or services they offer but in terms of how effectively they solve customer problems.

      To move from being product-centered to becoming solution-centered, there are six systemic drivers which need to be aligned:

      Value framework and messaging – you need to show customer’s you want to solve their problems, not just push products.

      Go-to-market approach – your value propositions need to be aligned with the customers’ needs and problems.

      Communications alignment – all marketing messages need to convey you are a problem-solving organization.

      Management support systems – management actions must reinforce this solution emphasis, not dilute it.

      Sales processes and methodologies – must be aligned with the way customers want to buy and not the company’s own needs.

      Individual skills and knowledge – salespeople must be able to diagnose customer problems in order to create solutions.

      "After years of training thousands of salespeople in hundreds of companies to sell solutions, we’ve discovered there is much more to effectively selling real solutions than simply educating the sales force. Solution-centricity is a significant organizational transformation, and

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