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Siemens Medical Solutions: Creating a Customer-Focused Organization for Solutions Marketing

Abstract

Siemens Medical Solutions (SMS) offered innovative products and systems, clinical solutions, and services for medical professionals. Its latest project, transforming a hospital to digital records and processes, was experiencing serious delays that had damaged the relationship with the client. Management believed the underlying problem was that SMS was not using the correct approach to organization and processes for solutions marketing. The executives in charge of on-time completion and successful delivery of the project must now agree on a different recommendation.

Type

Case

Author(s)

Mohanbir Sawhney, Shankar Balakrishnan, Maryam Balali, Brit Gould, Steven Stark, Larry Xu

Date Published

Citations

Sawhney, Mohanbir, Shankar Balakrishnan, Maryam Balali, Brit Gould, Steven Stark, and Larry Xu. Siemens Medical Solutions: Creating a Customer-Focused Organization for Solutions Marketing. Case 5-107-011 (KEL409).

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