Analysis of transformation from products to solutions

Abstract

This report provides an analysis and evaluation of Zebra Technologies transition from product-based company to provide solutions & services. The method of analysis includes qualitative interviewing with semi-structured approach with internal sales teams and channel partners, as well analysing similar transitions in the industry to identify best practices, potential pitfalls to avoid and provide recommendations in making the transition successful. All the results from interview have been presented in the report. The said interviewees include 18 internal sales employees cutting across regions and levels in the organisation and 4 strategic channel partners. The report not only finds the prospects of the desired transition for the company but also finds major areas of weakness that require attention to fuel the company's transformation and suggest some remedial actions to overcome those. The key recommendations discussed in the report include: Building clear go-to market frameworks - Organisational change to deliver clear ownership on solution sales - Communicating Enterprise Asset Intelligence (EAI) strategy across the organisation - Directing marketing towards solutions - Identifying and working with solution-oriented channel partners - Reviewing incentives to be in line with solutions target - Improving solutions provider brand image. All these key recommendations along with some additional steps have been discussed in detail in the recommendation section. The report also investigates the fact that the analysis conducted has limitations, which include the following, The analysis did not value the financial impact on the organisation and future forecasts of achievable revenue streams after achieving the mentioned transformation.