A Practical Guide for Growing Your B2B Service and Solution Business

by Christian Kowalkowski, Linköping University, Sweden, and Hanken School of Economics, Finland, and Wolfgang Ulaga, Arizona State University

ISBN-10: 069281910X
ISBN-13: 978-0692819104

In today’s competitive global markets, simply making a great product is not enough. To achieve profitable growth and stand out among competitors, you must start to strategically compete through service and innovative solutions for business customers.
Professors Christian Kowalkowski and Wolfgang Ulaga guide you how to shift your business from a goods-centric to a service-savvy model—and
 grow your company in today’s extremely competitive environment. The authors’ proprietary twelve-step roadmap to profitable service growth will help you break out of a narrow product-centric logic and discover how to

  • determine if your company is “fit-for-service”
  • make the most of your existing services
  • innovate and create value-added services & customer solutions beyond your products
  • embed a true service-centric culture in your organization
  • drive change and align your service strategy with corporate goals
  • transform your product-centric sales force into a service-savvy sales organization
  • design an organizational structure that promotes service growth
  • align your interests with distributors and partners

For more information about the book and the authors, visit servicestrategyinaction.com/