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| Product ID: | 9780262542777 |
| Product Form: | Paperback / softback |
| Country of Manufacture: | GB |
| Series: | Management on the Cutting Edge |
| Title: | The Ends Game |
| Subtitle: | How Smart Companies Stop Selling Products and Start Delivering Value |
| Authors: | Author: Marco Bertini, Oded Koenigsberg |
| Page Count: | 200 |
| Subjects: | Sales and marketing, Sales & marketing |
| Description: | Select Guide Rating How companies like Dollar Shave Club and Rent the Runway rewrite the rules of commerce by pursuing outcomes rather than products and services. The seventh book in the Management on the Cutting Edge series—for business professionals looking to do deliver excellent customer service while maximizing value and revenue. Would you rather pay for healthcare or for better health? For school or education? For groceries or nutrition? A car or transportation? A theater performance or entertainment? In The Ends Game, Marco Bertini and Oded Koenigsberg describe how some firms are rewriting the rules of commerce: instead of selling the “means” (their products and services), they adopt innovative revenue models to pursue “ends” (actual outcomes). They examine companies such as: • Dollar Shave Club • Rent the Runway • Netflix • Spotify • Michelin • Adobe • Pearson • And many more! They show that paying by the pill, semester, food item, vehicle, or show does not necessarily reflect the value that customers actually derive from their purchases. Revenue models anchored on the ownership of products, they argue, are patently inferior. |
| Imprint Name: | MIT Press |
| Publisher Name: | MIT Press Ltd |
| Country of Publication: | GB |
| Publishing Date: | 2022-01-11 |
