TECH BUYER Jul 2018 - IDC PeerScape - Doc # US42728418

IDC PeerScape: Servitization Practices to Move from a Product Focus to a Service-First Model

By: Aly Pinder

Abstract

This IDC study provides examples that highlight how manufacturers can evolve from being primarily product focused to partnering with customers to deliver value through service. This transformation involves the entire organization and demands manufacturers rethink value and what the future of their business should look like.

"The search for new revenue streams has driven manufacturers to think about new ways they can deliver value to customers. In an environment where products can quickly become a commodity, the ability to solve customer problems and provide enhanced experiences has created an environment where manufacturers have begun to explore service-first model," said Aly Pinder, program director Service Innovation and Connected Products. "Transforming from a product focus to a service-first model, however, demands that manufacturers rethink the entire way they have been doing business. This is not just another initiative or product launch. Manufacturers need to bring the whole team to the table in order to successfully evolve to a state of selling services and not just products."


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