Revenue Growth Platform - by Jan Ropponen & Sami Lampinen (Paperback)
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<p/><br></br><p><b> About the Book </b></p></br></br>We used to live in a product-centric world, where companies were built in siloes to effectively pump out products in a transactional fashion. Companies did not need to be so connected to customers to succeed. We have now moved into a service-oriented world, because customers demand results and outcomes, instead of products.<p/><br></br><p><b> Book Synopsis </b></p></br></br><p>We used to live in a product-centric world, where companies were built in siloes to<br /> effectively pump out products in a transactional fashion. Companies did not need to be so<br /> connected to customers to succeed. We have now moved into a service-oriented world, <br /> because customers demand results and outcomes, instead of products.<br /> Expectations towards companies have increased and products aren't any longer the only<br /> element considered when buyers make their decisions. According to a study, buyers are 5.2<br /> times more likely to purchase from companies with a great customer experience. We truly<br /> live in a time where customer-centric companies flourish, a time which Forrester calls "The<br /> Age of the Customer."</p><p>To succeed in this new world, companies need to have an increased focus on the whole<br /> customer lifecycle and they need to become more connected with customers in all stages of<br /> the journey. This means that both how the organization and technology are set up need to<br /> change, to be able to deliver a differentiated experience. To deliver on this differentiated<br /> experience, successful organizations are built with platform thinking, where roles, processes<br /> and technology steer customers as predictably as a factory line creates high-quality products<br /> 99.9% of the time.<br /> How do you build a B2B organization that is connected to customers and also predictable and<br /> scalable?<br /> To answer this question, we dive into these topics in this book: <br /> How are services and software fueling growth for B2B companies?<br /> What are new roles and responsibilities in a modern organization? <br /> How should marketing and sales be aligned?<br /> What is the technology that is needed?<br /> What is the role of customer support and customer success?<br /> What can and should be automated and what still needs humans? <br /> What can small agile companies teach larger organizations?</p>
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