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Stanford Graduate School of Business
The advances of the Internet has enabled some companies to dematerialize their produCTs so that digital versions can be personalized and shipped to customers without the usual logistics costs and delays. Once this is achieved, then the opportunities to provide customers with additional services, or to transform from a produCT-based to a service-based company, could be tremendous. Traces the experience of Intuit in pursuing its digital channel to sell and distribute its produCTs, the challenges faced in making this migrATIon while managing the physical channel, and the new service opportunities that the company created once the digital channel was in place.
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