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Building the Offer: Finding the Value

TRC-2018 Learning Zone 41:32
by David Shannon, Parker-Hannifin

Digital transformation is a journey in a large established company. One of the journeys surrounds packaging up an offer and figuring out how to sell it. These include technical issues and capabilities needed to simply connect and collect data from your product, notwithstanding the many forces that can make this effort challenging and potentially derail innovative ideas. Using the development and launch of the Parker-Hannifin’s Voice of the Machine™ IoT platform as a case study, Jeff Smith shares how Parker adopted a common set of standards and best practices for new business models and pricing across all its operating groups and technologies.

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