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The Intersection of Solutions Marketing, Strategy and Corporate Agility: Interview with Shawn Jean re the Intersection of Stragile and Solutions Marketing
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I had the opportunity to talk with Shawn Jean, a professional colleague of mine, who recently published a business book called Stragile. The book recently was listed in the Top 10 of Amazon’s business books, testifying to its relevance and practical insights for many of today’s leading companies that are in hypercompetitive markets . The theme of the book is how to survive as a business in a world of unparalleled – and increasing – change. According to Shawn, the seamless integration[...] READ MORE
What We Do
Strategic Alignment
Aligning the Organization Around a Solutions Strategy
Offering Distinction
Developing and Launching Compelling New Solutions
Customer Connection
Deepening Connections with Customers and Prospects
Sales Acceleration
Shortening the Sales Cycle for High - Value Solutions
What We Do
"Solutions" is one of those slippery words that can mean anything and everything. In the context of B2B companies, however, the term has taken on a specific meaning. We’ve updated a definition that a council of leading solutions marketing professionals, sponsored by ITSMA, developed over a decade ago:
A combination of products, services, and intellectual property focused on a specific business problem or opportunity that drives measurable business value and can be significantly standardized. The solutions components can be from either the vendor and one or more partners, and the solutions implementer can be the vendor, the partner, the customer itself, or a combination of the three.
Everyone agrees that solutions is an overused term. But it’s the right term. Companies that are able to have all or part of their business based upon this definition in are outcompeting their peers. And solutions marketing isn't a cliché — it’s the key to business advantage.
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Solutions Marketing Success Model
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Message from Our Partners
Steve Hurley
Matt Leary
Nikki Fisher
Members of this group explore best practices, challenges and other issues that their companies have experienced in marketing solutions. There are now articles appearing in HBR and other respected business journals that recognize the complexities of being a true solutions player instead of simply using the terminology as a marketing tool. This group will look at the organizational, cultural, operational, marketing and sales implications of trying to build or improve a solutions business within a company.
