Solution Business Talent Vectia 2014

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Solution Business - Building a platform for Organic Growth

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Solution Business Talent Vectia 2014

  1. 1. Solution Business Building a Platform for Organic Growth 2014 Risto Pennanen, Senior Partner, Head of Solution Business, Talent Vectia risto.pennanen@talentvectia.com +358 500 467 895 Ville Salomaa, Managing Consultant Talent Vectia ville.salomaa@talentvectia.com +358 40 535 4767
  2. 2. Main challenges in solution business 1 How to understand, quantify & communicate value to customer? 2 How to make buying and selling easy? 3 How to combine standardizing and tailoring? 4 How to create repeatable and scalable solutions? 5 How should mgmt system & leadership support solution business? 6 How to ensure change in way of working and mindset?
  3. 3. Main challenges in solution business How do we overcome these challenges? 1 How to understand, quantify & communicate value to customer? Commercialization 2 How to make buying and selling easy? 3 How to combine standardizing and tailoring? Industrialization 4 How to create repeatable and scalable solutions? 5 How should mgmt system & leadership support solution business? Solution platform 6 How to ensure change in way of working and mindset?
  4. 4. What are main benefits for you? Drivers Results Customer perceived value Commercialization through understanding, communicating, quantifying and verifying value created to customer Cost of sales & delivery Industrialization Solution platform through delivering customerspecific solutions from standardized elements and industrialized way of working Faster time to results & competitive advantage through supporting strategy, management system, infrastructure and HR management Sales volume through • modular solutions that are easy to sell and buy • repeatable and scalable solutions • improved value selling capabilities We seek to measure the success of our projects and verify results Profit through • decreased cost of sales & delivery • opportunities to increase price levels • increased sales volume
  5. 5. Cross-functional alignment of solution business A framework for solution business development SELL DELIVER Create demand and identify sales opportunities Turn opportunities to orders Commercialization CREATE DEMAND Combine customer insight and firm resources to create solutions Value research Value proposition Value quantification Value verification Industrialization DEVELOP METHOD Secure value creation for customer and value capture for firm Solution hierarchy Solution configurations Solution tools Solution deployment Solution platform Strategy planning Management system Infrastructure support Human resources management Source: Storbacka K., Pennanen R. (2014). Solution Business: Building a Platform for Organic Growth. Berlin/Heidelberg: Springer.
  6. 6. Solution Business overview “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. • The book can be purchased in the webshops www.springer.com and www.amazon.com
  7. 7. Desired results. Fast.

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