Journey to Global Solutions

The quest to become a solution provider rather than just a supplier of products and services.

TOMORROW'S CHALLENGES

SELLING SOLUTIONS IS NO EASY ANSWER

Companies trying to differentiate themselves from their competitors are urged to become "solution providers," not just sellers of products and services. But selling solutions is no easy answer.

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TOMORROW'S CHALLENGES

FROM PRODUCER TO SERVICE PROVIDER

Why some companies fail to make the transition

Industrial companies are increasingly defining themselves as "service providers" and offering customers "one-stop solutions". They promise "total customer solutions" thanks to "integrated value chains". But current empirical studies show that the transition from producer to service provider is often unsuccessful. Failure manifests itself in two forms: on the one hand customers complain that they don't receive a solution, just more complex offers, and on the other, the producers complain that their costs outweigh the additional income. In my studies I have identified five challenges that have to be overcome in order to achieve a successful transition.

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TOMORROW'S CHALLENGES

WOULD YOU TRUST MICKEY MOUSE TO TEACH YOUR KID ENGLISH?

How Disney is using language centers to grow in China

Most of us grew up with Mickey and Minnie Mouse. We learned some elements of romance from Lady and the Tramp and we were terrified about lying thanks to Pinocchio. Snow White and the Seven Dwarfs told us to help others and Bambi instilled a fear of hunting. No matter what Disney film you name, it isn't hard to find an underlying moral message. The fact is we learned something about life from Disney. But feel-good moral messages set aside, would you consider Disney a reliable source for learning English?

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PERSPECTIVES FOR MANAGERS

FIGHTING COMMODITIZATION

Strategies for creating novel customer values

If the role of marketing was ever to bring about a balanced relationship between sellers and buyers, then in many industrial sectors it has failed to live up to that promise. Consider the following scenario.

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Discover the book

IMD's professors identify and address the seven transformation journeys that are reshaping corporations today.

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Professor Stefan Michel talks about the Quest for Global Solutions

This webcast is one in a series of webcasts exploring themes from IMD's book Quest and part of the virtual services available exclusively to members of the Corporate Learning Network (CLN).

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Professor Adrian Ryans on escaping the commodity trap by selling solutions

Extract from a Wednesday Webcast: "Cut-price rivals prosper in tough times: What you can do to slow them down," interviewed by Paul Hunter. This webcast is part of the virtual services available exclusive to members of the Corporate Learning  Network (CLN).

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Discover the IMD Quest book from your mobile device

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We invite you to explore the Quest book experience via Flipboard, a world leader in social and web aggregation.
Flipboard enables you to flip though our content seamlessly in a magazine-format on your tablets and mobiles (download the app for an optimum experience).

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