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Rethinking Customer Solutions: From Product Bundles to Relational Processes | Part 2

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It is important for a solution provider to choose customers who are likely to be adaptive, willing to share information about their operations, and guide the solution provider about their internal politics that could derail the solution.​ ​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​

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Rethinking Customer Solutions: From Product Bundles to Relational Processes | Part 2

  1. 1. From: Tuli, Kohli, and Bharadwaj (2007) Solution providers should choose their B2B customers carefully. What are the characteristics of good B2B customers?
  2. 2. From: Tuli, Kohli, and Bharadwaj (2007) Remember: Effective solutions are co-created with customers Operations Counseling Internal Political Counseling Adaptability (Customer characteristics) Therefore, choose customers that are likely to: • Be adaptive • Willing to share information about their operations • Guide the solution provider about their internal politics that could derail the solution.

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