Summary of The Outcome Generation by Paul Henderson

Description

Three entrepreneurs approach a hungry man. The first asks what the man wants. He replies, “a sandwich,” so the entrepreneur opens a sandwich shop. The second entrepreneur asks the man what his problem is. He says he’s hungry. So the entrepreneur opens a grocery. The third entrepreneur asks the man what his goal is; he says he wants to feel full and nourished. So the third entrepreneur invents a nutritious, filling pill. He’s the entrepreneur who succeeds. Paul Henderson explains why success – especially for tech vendors – hinges on “outcome-driven thinking” that gives clients what they want.  

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Sujets

• Entrepreneuriat
• Marketing
• Business
• Economics
• Entrepreneurship
• Employabilité, métiers et formations
• Vente

Informations

• Publié par: GetAbstract AG
• Date de parution: 02 août 2019
• Nombre de lectures: 0
• EAN13: 9798887270906
• Langue: English

Extrait

The Outcome Generation
How a New Generation of Technology Vendors Thrives Through True Customer Success
Paul J. Henderson•Red Raven Books © 2018•198 pages

Marketing / Customer Relations / Customer Experience
Sales / B2B Selling
Industries / Technology Industry

Rating:8

Overview
Well Structured
Concrete Examples

Take-Aways Technology vendors want to ensure that their customers achieve great results. In the past, when tech vendors’ clients bought software but didn’t establish a relationship, vendors didn’t need to worry a lot about whether customers succeeded. Tech vendors’ customer-success programs have six stages: identify the result, “define the to-be state,” assure execution, plan implementation, hold a rollout and plan for the future Technology vendors have made a transition from selling software to selling solutions to focusing on customer results. Technology vendors succeed when they engage with customers. The inevitable trend among technology vendors is an increased emphasis on customers results.

Recommendation
Three entrepreneurs approach a hungry man. The first asks what the man wants. He replies, “a sandwich,” so the entrepreneur opens a sandwich shop. The second entrepreneur asks the man what his problem is. He says he’s hungry. So the entrepreneur opens a grocery. The third entrepreneur asks the man what his goal is; he says he wants to feel full and nourished. So the third entrepreneur invents a nutritious, filling pill. He’s the entrepreneur who succeeds. Paul Henderson explains why success – especially for tech vendors – hinges on “outcome-driven thinking” that gives clients what they want.  

Summary
Technology vendors want to ensure that their customers achieve great results.
Today’s technology vendors face a new world. They must look beyond the directly traceable effects their offerings have on customers; tie their products and services to client results; and put their primary focus on achieving the outcomes the buyers want.