Abstract: The paper outlines the drivers behind the movement
from products to solutions in the Hi-Tech Business-to-Business
markets. The paper lists out the challenges in enabling the
transformation from products to solutions and also attempts to explore
strategic and operational recommendations based on the authors-
factual experiences with Japanese Hi-tech manufacturing
organizations. Organizations in the Hi-Tech Business-to-Business
markets are increasingly being compelled to move to a solutions model
from the conventional products model. Despite the added complexity
of solutions, successful technology commercialization can be achieved
by making prudent choices in defining a relevant solutions model, by
backing the solution model through appropriate organizational design,
and by overhauling the new product development process and
supporting infrastructure.