- deixar de vender produtos;
- deixar de nos concentrarmos na venda da coisa que muda de mãos no momento da transacção;
- pensar no produto como um recurso que é usado pelo cliente para atingir um resultado;
- o que conta, o que interessa é o resultado.
De certa forma alinhado com o tema de ontem "Produto e proposta de valor".
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Claro que será uma transformação difícil que obrigará a trabalhar com mais do que um modelo de negócio em simultâneo:
"At the time, it was a radical business model change for Xerox, and required transformation in many functions ranging from sales and marketing to field service to supply chain management, and required multiple innovations in product engineering, data collection, and analytics. But it was a necessary change to mitigate the increasing commoditization in the market."BTW, em sintonia com o nosso conselho "É meter código nisso":
"With the impending Internet of Everyday Things, where low-cost, even disposable products will have digital capabilities through low-cost sensors via printed electronics and connectivity enabled by Content-Centric Networking, a myriad of consumer products will have analytics capabilities previously reserved for more expensive industrial equipment. How will the product experience change – from household goods to appliances to sports equipment? Will every product come with a mobile app? What new partnerships need to be formed between manufacturing, retail, customer care, and field services? Will we see new services companies appear or will existing companies change their business models?"
Trechos retirados`de "Stop Selling Products and Offer Outcome-based Services Instead"
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