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The Ends Game: How Smart Companies Stop Selling Products and Start Delivering Value
Paperback
Series: Management on the Cutting Edge
Business GeneralManagementTechnology & Engineering
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ISBN13: 9780262542777
Publisher: Mit Pr
Published: Jan 11 2022
Pages: 200
Weight: 0.50
Height: 0.80 Width: 5.50 Depth: 8.60
Language: English
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
- 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.
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