The Requirements For A SME Heading To Integrated Solution Sales
For growing number of firms which have earlier relied on their product and manufacturing based approaches, the combinations of products, services, and for example software are becoming an essential part of their growth or survival strategies. These large and complicated packages are called integrated solutions. In this paper the authors discuss about the key elements which companies should consider when heading to offer greater added value to their customers with integrated solutions. Among the most important factors are the ability to manage and form provider networks, and increase the level of business understanding and value perception within own company.