Outcome Based Thinking

Chris Wright

What are some examples of how you have promoted or adopted "Outcome Based Thinking" in your Services

Thomas Lah

@Chris Wright We took a deep dive on how companies establish an "outcome engineering" capability.

https://www.tsia.com/resources/a-primer-for-outcome-engineering-delivering-business-outcomes

One key lesson: Service and Sales organizations need to tackle this capability TOGETHER. I have seen two losing scenarios:

1. Service organizations work to develop offers based on business outcomes, but the Sales organization does not have the tools to execute outcome based selling motions.
2. Sales organizations define and sell business outcomes that the Services organization cannot deliver.

I would love to hear how other companies are approaching the development of this capability. Especially in the current environment where customers are looking for investments that will have proven impact on their business results.