Selling components, platforms, products and solutions requires different skills and capabilities for each. High-tech firms transitioning their strategy from selling components to platforms or products or solutions need to plan for the development of new capabilities and organize themselves differently to ensure that their old biases don’t impede the development of the new required skills.

The attached report, "Are you building a consumer connection? How to succeed in high-tech retail," was written by Chris Abess, principal, Deloitte Consulting LLP. Chris is a management consultant with experience in retail and high-tech strategy.