Tag: futureofselling

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A second Bekaert case: how co-developing a new reinforcement method with the people who pour the concrete turned a century-old building practice into a jointly owned innovation.

SAP, Barco, and the control room of the future

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A database nobody was asking for, a display company that had just lost a string of tenders, and a Swiss railway station: how the control room of the future was co-created against the grain.

Actemium and the start-ups in the room

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How a systems integrator turned itself into a broker between start-ups and its own customers — and discovered a form of co-creation that depends on bringing in a third party.

CGI’s SPARK centres and the technologies on display

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The innovation centres were never really showcases for CGI’s own products. They were venues where a supplier convened its technology ecosystem and its customers to co-create what came next.

MLP and the customer’s career

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A German financial brokerage built its whole business on co-creating something far larger than a financial plan: the customer’s professional life.

Salomon FoodWorld and the secret code of dishes

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A meat producer stopped selling meat and started co-creating its customers’ menus — and in the process became indispensable to the restaurants it served.

Selling a Future Nobody Can Predict

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in Field Notes, Value Engineering

A decade ago, Robovision sold a defined solution against a fixed roadmap. Today it sells a capability for a future neither it nor its customer can yet describe — and that single change has rewritten what its salespeople must be.

The Gentil Organisateur

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