Best in Brief: Adding value through utility

Vish V. Krishnan, Sridhar Balasubramanian, Mohanbir Sawhney and

From MIT Sloan Management Review (winter 2004): Sawhney et al, `Adding value through utility’, discusses how to develop add-on services, with examples;

Best in brief

Adding value through utility

Mohanbir Sawhney, Sirdhar Balasubramanian & Vish V. Krishnan

Product-focused companies need to understand that customers really only want utility. Smart companies are branching out intoutility-adding services to...

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