Reports findings from a major study done by a Boston consulting firm showing four solution‐based market segments in high‐tech industries. They are the specialized solution, the customized solution, the value solution, and the packaged solution. One segment is the be‐first “contrarian”...

Partnering with customers is a powerful new business approach, but an implementation framework is required. Discusses how six corporations collaborated in an exercise to develop partnership guidelines. Illustrates the framework in fields ranging from high tech to consumer products.