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  • Fall 2020
  • Article
  • MIT Sloan Management Review

Competing on Customer Outcomes

By: Marco Bertini and Oded Koenigsberg
  • Format:Print
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Abstract

Customers ultimately want to pay for meaningful outcomes, not the products and services that presumably deliver them. Today, companies can be increasingly accountable for those outcomes with three kinds of technologically-enhanced revenue models. Adopt one to better align your company’s success with your customers’ satisfaction.

Keywords

Market Positioning; Revenue Strategy; Customer Satisfaction; Marketing Strategy; Business Model; Value Creation

Citation

Bertini, Marco, and Oded Koenigsberg. "Competing on Customer Outcomes." MIT Sloan Management Review 62, no. 1 (Fall 2020).

About The Author

Marco Bertini

Marketing
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