What It Takes to Scale Value-Based Industrial Solutions
研究制造商转向价值导向销售模式时，发现提供一次性方案相对容易，但规模化推广给更多客户需要结构化流程和强大能力，并描述了成功企业构建能力的关键阶段。
New research on manufacturers moving to a value-based sales model finds that delivering initial solutions on a one-off basis is relatively straightforward. The challenge lies in scaling those solutions to more customers, which requires structured, repeatable processes and strong, entrenched capabilities. The researchers describe two important phases of capability building that they identified and define the organizational skills, processes, and relationships that successful companies assemble.