Siemens Medical Solutions (SMS) offers innovative products and systems, clinical solutions and services for healthcare professionals. His latest project, the conversion of a hospital to digital records and processes was a significant delay, which had damaged the relationship with the customer. Management believed that was the underlying problem is that SMS is not the right approach to the organization and processes for marketing solutions. Those responsible for timely completion and successfu … Read more »

Siemens Medical Solutions (SMS) offers innovative products and systems, clinical solutions and services for healthcare professionals. His latest project, the conversion of a hospital to digital records and processes was a significant delay, which had damaged the relationship with the customer. Management believed that was the underlying problem is that SMS is not the right approach to the organization and processes for marketing solutions. Those responsible for timely completion and successful delivery of the project must now agree on a different recommendation.
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from
Mohanbir Sawhney,
Shankar Balakrishnan
Maryam Balali,
Brit Gould,
Steven Stark,
Larry Xu
Source: Kellogg School of Management, Northwestern Univ.
26 pages.
Release Date: 1 October 2007. Prod #: KEL409-PDF-ENG
Siemens Medical Solutions: Creating a customer-focused organization for Solutions Marketing HBR case solution