Business Solutions on Demand
Based partly on IBM's own transformation and partly on the transformation that IBM has helped clients to achieve, Buisness Solutions on Demand shows how companies can increase sales and improve margins by introducing a range of solutions. It emphasizes the need to continually exceed customers' expectations.
Based partly on IBM's own transformation, and partly on the transformations that IBM has helped its clients to achieve, this ground-breaking book shows how companies can increase sales and improve margins by introducing a range of solutions.
It draws upon IBM's extensive experience of working with clients all over the world and is packed with examples from a diverse range of industries.
Highly readable, motivational and fast-paced, Business Solutions On Demand emphasizes that for today's business to compete and survive, it has to exceed the expectations of its customers.
With contributions from a host of experts, Cerasale and Stone provide original insights into:
- why corporations need to provide business solutions to stay competitive;
- why business customers want to buy solutions;
- what it takes to move from supplying products and services to creating and delivering solutions;
- how you can learn from the experiences of leading suppliers of business solutions.
Business Solutions on Demand will be a stimulating read for all business leaders, sales and marketing professionals and all those committed to improving business performance. If that sounds like your business agenda, make sure this important book is top of your business reading list.
REVIEWS :“Provides the essential tools to enable senior management to adapt
existing business models, or to make small changes to the way
relationships are developed with clients.”
Financial Adviser
“Argues convincingly that companies should look at what solutions
they can provide consumers with, rather than looking at what products
they can foist upon them.”
The Marketer
“Brings to life the environment in which firms operate and looks
at the key capabilities and enablers that successful firms focus on.”
Marketing
Hardback, 297 Pages, Dimensions 234 x 142 MM Language English.
1 Business strategy and transformation Mark Cerasale Introduction;
2 Transformation in food retailing Howard Cox, Simon Mowatt, Martha Prevezer, Mark Cerasale and Merlin Stone
3 The low-cost business model Mark Cerasale
4 The solutions business model Mark Cerasale
5 Transformation in the information technology industry Mark Cerasale and Merlin Stone
6 Industries transforming Mark Cerasale, Merlin Stone, Glenn Taylor and Bryan Foss
7 Business innovation Abigail Tierney and Mark Cerasale
8 The business innovator Abigail Tierney
9 Solution creation and delivery Mark Cerasale and Alan Clark
10 The customer relationship manager Glenn Taylor
11 Solution marketing Mark Cerasale
12 The industry marketing manager Lucia Cuttle Background;
13 Knowledge management John Griffiths, Mark Cerasale and Merlin Stone
14 The knowledge manager Kevin Wheatly
15 Business design Mark Cerasale
16 Change management Julie Adams
Mark Cerasale is a Senior Consultant in IBM's Business Consulting Services division. He specializes in customer management, e-business and solution transformation, helping clients to improve business performance through innovation, operational efficiency and customer loyalty. Mark's consulting experience covers many sectors, including automotive, chemical and petroleum, media and entertainment, telecommunications, electronics and IT.
For several years he worked as a Client Manager and was responsible for managing IBM client relationships and providing some of the world's most successful companies with information technology-enabled solutions. Mark, together with Merlin Stone, has co-authored several articles and management briefings, and has contributed to many white papers and books. For more information, please visit www.markcerasale.com
Professor Merlin Stone is one of the UK’s top specialists in changing organisational capability to meet the needs of customers and stakeholders. His experience covers many sectors, and he also trains, coaches and mentors senior managers. He is Research Director and Director responsible for the Customer, Citizen and Stakeholder Management Practice at WCL, specialists in change management and customer/stakeholder management.
He is author or co-author of many articles and thirty books on transforming marketing, sales and customer service capabilities, including Up Close and Personal – CRM @ Work, Customer Relationship Marketing, Successful Customer Relationship Marketing, CRM in Financial Services, Key Account Management in Financial Services, The Customer Management Scorecard, Consumer Insight, Marketing Revolution and Business Solutions on Demand. The UK’s Chartered Institute of Marketing listed him in 2003 as one of the world’s top 50 marketing thinkers, while NOP World nominated him in 2004 as one of 100 most influential individuals for their input and influence on the development and growth of e-commerce and the internet in the UK over the previous 10 years. He is an Fellow of the Chartered Institute of Marketing and an Honorary Life Fellow of the UK’s Institute of Direct Marketing. He is also on the editorial advisory boards of several academic journals and writes for several trade publications.
He has a first class honours degree and doctorate in economics from Sussex University, UK. In parallel to his business career, he has also pursued a full academic career. He has held senior academic posts at various universities. He is now a part-time professor at Bristol Business School and a visiting professor at several others.