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Business Solutions on Demand: Transform the Business to Deliver Real Customer Value

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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 highly readable 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

  • 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 on your reading list.

About the Authors

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 telecommunications, electronics and IT. For several years he 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.

Merlin Stone is Business Research Leader with IBM’s Business Consulting Services division, where his role combines consulting and marketing with the development of business research partnerships with IBM’s clients and partners and various universities. He runs he IBM Marketing Transformation Group and is a director of The Database Group Ltd, as well as Qci Ltd, an OgilvyOne company that specializes in customer management consulting. His consulting experience covers many sectors, including financial services, utilities, telecommunications, travel and transport, retailing, automotive, energy and IT.

Merlin is also the IBM Professor of Relationship Marketing at Bristol Business School and the author of many articles and over twenty books. He is a Founder Fellow of the Institute of Direct Marketing, a Fellow of the editorial advisory boards of several key journals. The CIM recently selected Merlin as one of the world’s 50 leading marketing thinkers. He has a first-class honours degree and doctorate in economics.

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