Selling and buying value in industry sector - from services to outcome

We are delighted to invite you to our joint virtual event focusing on value selling and delivery in the industrial service business. We will particularly focus on the practices and tools for value assessment, demonstration and communication that are cornerstones for value selling and delivery.

The event will provide insights from research conducted by Aalto University and offer concrete examples through selected company cases from Metso Outotec and Metsä Group. Deloitte will share insights and experiences on industry best practices on value selling and value-based procurement.

AGENDA:

Opening
Mika Järvensivu & Pekka Töytäri

Competing value perceptions of industrial service providers and customers - Key findings from the thesis
Sakari Pietilä, Aalto University

From selling products to selling outcome: Lifecycle services and value-based selling in Metso Outotec
Annami Toukoniitty, Metso Outotec

Selling value by putting customer at the core of sales strategy

Ville Tiainen, Deloitte

Understanding what customer value: Win-lost case review in Metsä Wood

Magnus Hindström, Metsä Wood

Equipment as a Service: Customer demand shift from ownership to usage

Oliver Bendig, Deloitte

Webinar - 24.8.2021

14.00 - 16.00

Sign up here:

Welcome!

Mika Järvensivu
Partner, Energy, Resources and Industrials Sector, Deloitte

Pekka Töytäri
Professor of Practise, Product-service systems sales, Aalto University

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