The Ends Game
How Smart Companies Stop Selling Products and Start Delivering Value
Will be published approx. on 11. January 2022
Book
Paperback/Softback
200 pages
978-0-262-54277-7 (ISBN)
Description
How companies like Dollar Shave Club and Rent the Runway rewrite the rules of commerce by pursuing outcomes rather than products and services.
The seventh book in the Management on the Cutting Edge series-for business professionals looking to do deliver excellent customer service while maximizing value and revenue.
Would you rather pay for healthcare or for better health? For school or education? For groceries or nutrition? A car or transportation? A theater performance or entertainment? In The Ends Game, Marco Bertini and Oded Koenigsberg describe how some firms are rewriting the rules of commerce: instead of selling the "means" (their products and services), they adopt innovative revenue models to pursue "ends" (actual outcomes). They examine companies such as:
* Dollar Shave Club
* Rent the Runway
* Netflix
* Spotify
* Michelin
* Adobe
* Pearson
* And many more!
They show that paying by the pill, semester, food item, vehicle, or show does not necessarily reflect the value that customers actually derive from their purchases. Revenue models anchored on the ownership of products, they argue, are patently inferior.
The seventh book in the Management on the Cutting Edge series-for business professionals looking to do deliver excellent customer service while maximizing value and revenue.
Would you rather pay for healthcare or for better health? For school or education? For groceries or nutrition? A car or transportation? A theater performance or entertainment? In The Ends Game, Marco Bertini and Oded Koenigsberg describe how some firms are rewriting the rules of commerce: instead of selling the "means" (their products and services), they adopt innovative revenue models to pursue "ends" (actual outcomes). They examine companies such as:
* Dollar Shave Club
* Rent the Runway
* Netflix
* Spotify
* Michelin
* Adobe
* Pearson
* And many more!
They show that paying by the pill, semester, food item, vehicle, or show does not necessarily reflect the value that customers actually derive from their purchases. Revenue models anchored on the ownership of products, they argue, are patently inferior.
More details
Series
Language
English
Place of publication
Cambridge (Massachusetts)
United States
Publishing group
MIT Press Ltd
Product notice
Paperback (trade)
Unsewn / adhesive bound
Illustrations
7 figures
Dimensions
Height: 220 mm
Width: 137 mm
Thickness: 14 mm
Weight
260 gr
ISBN-13
978-0-262-54277-7 (9780262542777)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Marco Bertini | Oded Koenigsberg
The Ends Game
How Smart Companies Stop Selling Products and Start Delivering Value
E-Book
09/2020
MIT Press
€19.49
Available for download
Persons
Marco Bertini is Associate Professor of Marketing at Esade-Universitat Ramon Llula. Oded Koenigsberg is Professor of Marketing and Deputy Dean at London Business School.
Content
Series Foreword ix
Preface xi
Introduction: From Promises to Proof 1
I Context
1 Unfinished Business 13
2 Beyond Needs and Journeys 25
3 Leaner Commerce 37
II Models
4 Shaving, Rocking Out, and Looking Fabulous 47
5 Flying Hours, Wash Cycles, and Miles Driven 61
6 Laughter, Rocks, and Quality of Life 77
III Action
7 Committing to Outcomes 91
8 Breaking the Quality Paradox 101
9 Getting Up Close and Personal 111
10 Partnering with Customers 119
11 Making Your Move 131
Notes 143
Index 165
Preface xi
Introduction: From Promises to Proof 1
I Context
1 Unfinished Business 13
2 Beyond Needs and Journeys 25
3 Leaner Commerce 37
II Models
4 Shaving, Rocking Out, and Looking Fabulous 47
5 Flying Hours, Wash Cycles, and Miles Driven 61
6 Laughter, Rocks, and Quality of Life 77
III Action
7 Committing to Outcomes 91
8 Breaking the Quality Paradox 101
9 Getting Up Close and Personal 111
10 Partnering with Customers 119
11 Making Your Move 131
Notes 143
Index 165