The Solution Business Model

The Solution Business Model – Boosting organic growth through cross-functional solution sales
Kaj Storbacka

Solution business as a source for growth

Facing shrinking sales volumes and margins, firms are increasingly turning towards solution business. More comprehensive, integrated offerings can enable growth and generate more stable cash flows. But in order for firms to excel in solution business they need to go beyond mere ad-hoc, unindustrialised solutions.

The transformation towards true solution business requires a fundamental change of mindset regarding how firms understand their markets, their offering and their customers. Firms also need to invest in appropriate organisational capabilities for strategising, management systems, infrastructure support as well as human resources management.

This publication gives the reader an overview of what solution business is and offers insights into how a successful solution business model can be developed.

Vectia Publication Series 2010:1