For the third time this year I was able to contribute as a business coach to the challenge-base master course B2B marketing at the University of Twente. Great to experience again how learning and application in practice go together so well.
From product to services
For manufacturing companies looking to develop their service business, there is another attractive offer from the University of Twente this year. Under the guidance of experienced business coaches from the field, master students will get their teeth into your issues on B2B marketing, strategy, innovation and servitizing.
Solving servitisation challenges with Master students of the University of Twente
After the summer, there is another unique opportunity to tackle issues about B2B marketing, strategy, innovation and servitisation. Together with master students and experts of the University of Twente and the business community.
Service Paradox Synthesis. Successful digitization needs Servitization 2.0
Today, all industries acknowledge the need to invest in digital technology. But digitization is not a goal in itself.
In the aftermarket, the servitization strategy will provide direction and purpose to digital transformation: a business model how to best share knowledge with customers. That is why digitization requires a new effort by tech and machining industries to servitize. An effort addressing the emerging opportunities as well as threats from Industry 4.0.
Digitization is the synthesis of the Service Paradox. It is now time for Servitization 2.0 !
How to enable value selling in a tough practice
Value Selling is a well-known idea in B2B sales and services: focus on the customer value of your solution and harvest satisfied customers at higher margins.
Yet many tech and machining companies continue to rely primarily on the customer relationship rather than the value they add to the customer's business. And they calculate their prices based on costs instead of the value they offer to their customers.
The solution: encapsulate the idea into a practical process and tool that helps salespeople to do their daily job better.