The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics

Julien Schnerrer is engaged in the telecommunication industry for many years. After his early engineering career, he held various positions in B2B marketing and sales at the telecommunication industry. While working, Julien Schnerrer studied ’International Management’ at the ’Hochschule fur Oekonomie und Management’ in Berlin, Frankfurt and Stuttgart. Today, the author is working as a Product Line Manager for a leading vendor in the telecommunication market that has successfully managed the turnaround from a product to a solution seller. This study was highly influenced by his daily observations derived in a real economy environment - often contradictory to theoretical opinions and thoughts. Further, the writing of this study has been highly supported by Dr. Jan Lakotta, ESCP Europe.