In the Subscription Economy, a big portion of the risk of not realizing full value from an investment shifts from the buyer to the seller, who must now think about the customer in a whole new way. Imagine knowing whether your customers are actually using your products, how often, and in what areas of their business. Furthermore, what if you knew whether they were getting maximum value out of them? In the Subscription Economy, operationalizing these kinds of insights holds the potential to drive business value and radically transform customer relationships. Indeed, research firm Gartner has predicted that the Internet of Things market opportunity could be worth $1.9 trillion by 2020, a prediction that is looking to be right on track. The ability to succeed in this new economy will depend on how well you sell and deliver measurable business outcomes to your customers. Are your customers truly benefiting from your products and services? Are you doing enough to ensure your customers are successful? Can you measure what success looks like for them? The answers to these questions will be different for each company. Underneath these differences, however, is a set of core customer-centric principles and practices...These principles comprise a critical new capability we call customer success delivery. Specifically, we define customer success delivery as a disciplined way of making your customers success and measurable business outcomes part of your corporate DNA. COMO MANTER ISTO TUDO? DESENVOLVA UMA PLATAFORMA!Numa camada um pouco mais complexa e que faz todo o sentido com o que este modelo de lidar com os consumidores do Hartman, esta a Plataform Revolution. Que e justamente uma mudanca mais profunda ainda em como as empresas devem criar os novos modelos de negocio, e nao so adequar sua estrategia a um modelo servitizado. 10 Startup Business Puzzles Visualized and Explained from Sangeet Paul Choudary Por que justamente e uma plataforma que sera sua proxima arena de competicao. Dando-lhe agilidade de entender, aprender e unir produtores, consumidores e diversos stakeholders gerando dados (big data) para melhorar sua analise e aprendizado competitivo.E um modelo que te joga numa arena mais agressiva e que gira em torno de uma exigencia mercadologica invisivel chamada experiencia e inter-relacao de negocios, mesmo sendo ora competitivos ora necessario estar naquele jogo. Para isso e preciso ganhar o direito de competir, sendo o primeiro passo ser focado no consumidor. Como bem o dominio de novas competencias, como UX por exemplo e Data Analytics. "...platforms focus on growing the pie with others in their industry participating on them. Collaboration co-exists with competition. Today, Ford doesnt simply have to worry about competing with Apple or Google, it has to also figure out how to participate in Apples ecosystem in some way so as not to be left behind like Nokia and Blackberry. Strategic considerations on recognising competition and their key source of competitive advantage arent straightforward anymore."Mas pensar em plataforma seria coisa so para startups?Pense um pouquinho...Leia isto:PEQUENAS EMPRESAS: "a mere 14 percent of our SMEs use the Internet as a sales channel today while this is widely the case