The Ends Game
How Smart Companies Stop Selling Products and Start Delivering Value
Marco Bertini, Oded Koenigsberg
Rewrites the rules of commerce by pursuing outcomes rather than products; the seventh book in the Management on the Cutting Edge series comes from a definitive source--the MIT Sloan Management Review.
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 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.