1. The Key ingredient
for going the
solutions way
How 3 leading organizations
transformed their business model

2. Moving from Products to Solutions
• Most organizations start with a single product and through experience they learn
about customer needs. Adding value to their existing products, they introduce
completely new but related product to the product line.
• It is generally believed that bundling products with related services creates a
solution. This, at best, can be an interesting sales pitch.
• The following slides illustrate how three leading organizations transformed
themselves into true solution providers by using one key ingredient: Customer
insight.
• Though there are numerous examples, PeopleWiz chose these companies
especially for the manner in which they not only changed their offering but also
successfully managed an image makeover in the minds of customers.

3. PeopleWiz Chose:
Provider of Business
Provider of Oral
Support Solutions
Care Solutions
Provider of Financial
Solutions

4. Colgate- Oral Care Solution Provider
In 1896 In 2012
Toothpaste Provider Oral Care Solution Provider

5. Few facts
• In the beginning Colgate was selling toothpaste alone.
• In the recent years, it has positioned itself as an Oral Health
Care provider.
• It has introduced complete oral care products and services
for all ages and preferences. Its website advises on oral
care and has tied up with dentists to understand the dental
care market in an attempt to continuously expand its
innovative offering.
• The revenue growth rate of Colgate is 4.35% and the latest
annual profit is $2.43 Billion.

6. Brand Positioning

7. Xerox- Business Support Solution Provider
• In 1906 In 2012
•ITO
•BPO
•Managed Print Service
•Document Management
•Xerox Document Services
•Production Printing
•business process and document
management.
•Communication and Marketing
•Enterprise Content
•Management Document and Data
Mgmt.
•IT Consulting
•Application development IT
Infrastructure
•HR Services
•Cloud computing
•Digital Printing
•Professional Service etc

8. Few Facts
• Xerox started its business with a single product, Photocopiers.
• As the years progressed Xerox has established itself as a
complete Business Support Solution Provider.
• Growth rate of Xerox is 5.4% and last year’s profit stands at
$1.30 Billion.

9. Brand Positioning

10. Deloitte- Financial Service Provider
2012
Audit
1845 Consulting
Financial Auditing
Financial Advisory
Risk Management
Taxation Service etc
Financial Auditing
Professional Solutions
Services
Provider

11. Few Facts
• Deloitte started as a Financial Auditor to organizations
• Year on year, as they understood customer needs and
gained insights to business, they expanded their service
offerings.
• Deloitte is now one of the Big Four Professional Service
Provider
• Growth rate of Deloitte is 7.7% and their last years revenue
stands at $28.8 Billion $28.8B

12. Brand Positioning

13. Conclusion
• These three companies followed the trajectory of starting with a single
product, adding allied products, including related services and then
becoming an end to end solution provider based on customer insights
gained over years.
• They have not only solved customer’s immediate problems but have also
partnered with them to define emerging needs and address them
effectively.
• Effective Solution Providers distinguish themselves by not just being great
at selling their existing wares but by addressing the hitherto unrecognized
needs of the customer.
• They don’t just steer their their way through the customer’s purchasing
process but coach the customers in making the right buying decision.
References:
http://www.colgate.co.in
http://www.deloitte.com
http://www.xerox.com
http://www.thestreet.com