More and more of these services are must-have additions to a product line because customers have come to expect them. And that means product manufacturers best not remain stuck in product-centric business models. Furthermore, because its getting harder to differentiate individual services, product manufacturers best be savvy in how they add services.
There are two myths associated with services that Plantes covers in this article:
The biggest mistake Palntes sees manufacturers make with services is to view them as a value-add sideline to their products. By maintaining their “product business model” lens, the services become add-ons, often given away for free in contracts and more easily commoditized. Services offered in this way add complexity to operating models and sales representatives’ schedules without commensurate profits. The overall offering lacks any compelling and hard-to-copy value promise, she warns.
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