Abstract
This article describes the development of the market for solutions. It shows how in several markets, suppliers- sometimes under pressure from customers- have moved from supplying products and services to supplying solutions. It explores the market pressures that led to this move and the kinds of services that are provided as a result. It examines "the experience of IBM as it has moved from selling products and services to providing solutions. This is the first of two articles, the second of which examines the management implications of solution provision.
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