Most
solution providers start with a single product and through experience they
learn about customer need. Adding value to their existing products, they
introduce new, but related products to the product line. For a long time it has
been believed that bundling products with related services creates a solution.
This at best though makes for an interesting pitch.
A true
solution provider will however never start with what they can sell, and instead looks at what they can
solve. To truly provide a solution you
need to look at customer needs holistically, understand market gaps, emerging
trends and harness customer insights – especially with the recent uptick in
customer expectations driven by the amount of choice available in the modern
market. Ideally an effective solution provider will successfully address not
just current challenges, but those hitherto unrecognised by their customer
base.
Ahead of
Australian Healthcare Week 2020 Ben Beville of Southern Cross Protection (SXP)
chats to us about how SXP found a solution gap, and how they’re now working to
deliver unique healthcare solutions that meet the growing challenge of
combatting violence and aggression and improving hospital and health facility
security.
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