Blog Index
Strategic Alignment
- 4 Reasons why Solution Sales People Need a Different Type of Playbook
- What the Practitioners Say -- The Uneasy Transition from Products and Services to Solutions
- Solutions Marketing: 4 Keys to Effective Collaboration and Communication
- Solutions Marketing: Leveraging Channel Partners to Supercharge your Solutions Business
- Solutions Marketing : Should your Go-To-Market Strategy Include Social Media?
- Incorporating Organizational Change Into Your Solutions Marketing Approach
- Solutions Marketing: Musings on a Definition
- Socializing Solutions: Four Priorities for Solutions Marketing and Sales
- The solutions challenge
Success Stories for Strategic Alignment
- Solutions Success Story: How iGate Created a Post-Acquisition Solutions Development Process
- Solutions Marketing: How Avnet Applied Change Management Principles to Make the Transition from a Products-Based Company to a Solutions Company
- Solutions Success Story: How Honeywell Provided Customers with a Full Solutions Experience
- Solutions Success Story: How VMware shifted its go to market strategy to a solutions focus
Offering Distinction
- Solutions Marketing: What are 5 Key Factors to a Successful Transition from Products to Solutions?
- Leveraging Services to Grow Solutions Revenues at GE Healthcare
- Solutions Marketing: Have you Experienced the Shift from Services to Solutions?
- Solutions Marketing: The Skills Gap Between Product and Solutions Managers
- Productizing Solutions:Cracking the Code to Profitability
- Seven Steps to Differentiating Your Solutions
- New Point of View on "Four Steps to Solutions Growth"
- Ten lessons for managing a solutions council
- Wal-Mart seizes the moment with e-health care solution...and lessons are many
- You'll always struggle creating solutions, unless...
Success Stories for Offering Distinction
- Solutions Marketing Success Story: Simplifying How Customers Buy and Manage Complex Products
- Enabling Solutions Through Services: How PTC Developed a Model to Scale Professional Services for Solutions Growth
- Solutions Marketing: How Invensys built a Business Value Solutions Model that Moved it out of a Commodity Business
- Solutions Success Story: How DuPont Built a Services-Led Solutions Business
- Solutions Success Story: HP backs solutions rhetoric with organization change and investment
Customer Connection
- Is Social Media Effective in Marketing Solutions?
- Using Neuromarketing Techniques for B2B Solutions
- Solutions Marketing: Helping Your Customers Become Solutions Companies
- Solutions Marketing: A 4-Step Model to Building an Effective Customer Advocacy Program
- Key Account Management: Marketing’s Impact. An interview with Bev Burgess
- Key Account Management: What the Best Companies Have Done to Improve Their Programs
- Solutions Marketing: 8 Critical Success Factors for Protecting and Growing your Best Accounts
- Solutions Marketing: 5 ways to use Social Media
- B2B marketing as media: Six ways to think like an editor
- Using account-based marketing to create and market new solutions
- Customer references and solutions marketing: Building blocks for business impact
- Four levels of B2B content sharing: Publishing isn't everything
- Marketing to key accounts: It's all about the relationships
- Two cheers for Eloqua's new Content Grid
- Editorial strategy: Why do B2B customers need your information?
- Four steps to strengthening B2B customer connections
- Customer-centricity for catalyzing solutions success
- Lessons from IBM's CIO community
- TL in 4D: Four dimensions for thought leadership success
- The lure of cheap content in B2B marketing
- Can corporate journalism work?
- Social media and thought leadership: The virtuous circle for B2B marketing
Success Stories for Customer Connection
Sales Acceleration
- Solutions Selling: The Four Most Effective Sales Tools
- Solutions Selling: Four Key Steps to Develop the Accidental Account Manager
- How to Choose Winning Sales Plays in Your Solutions Business
- Key Account Marketing - 4 Lessons from the Field
- Solutions Marketing Campaign Launch – Getting the Sales Force Ready to Sell Successfully
- Solutions Marketing: 6 Keys to Creating a Playbook that Solutions Salespeople Will Use
- Is sales enablement dead?
- It's all about lead gen now...or is it?
- Provoking the sale: One crucial meeting?
- Is solutions selling dead...or more important than ever?
- Is selling solutions a contradiction in terms?
Success Stories for Sales Acceleration
- Solutions Marketing Success Story: Leveraging Your Clients to Learn how to Develop and Sell Solutions
- Solutions Marketing Success Story: Leveraging Marketing Technology to Generate More Qualified Leads - IBM
- Solutions Success Story: Driving Client Loyalty through Dimension Data’s Client Advocacy Program
- Solutions Success Story: How TELUS helped its sales force succeed in selling solutions
Other Solutions Issues
- Creating a Competency Assessment Tool for Solutions Marketing: How Would You Score?
- Solutions Marketers Still Lag Way Behind Product and Services Marketers – but is a Change in the Wind?
- Stop Creating Your Solutions with a New Product Development Methodology
- Findings from the Benchmarking Survey on New Solutions Development
- Moving to Solutions Isn’t an Optional Business Decision – It’s Critical!
- The Role of Thought Leadership in Marketing Solutions at IBM
- Non-Traditional Solutions Development: How a Playbook Can Help Your Solution Become Market-Ready
- A New Opportunity for IT Solutions Marketers: Outsourced Engineering Services
- Solutions vs. Product Development Processes: Are They Different?
- Companies are Finally Investing in Solutions Marketing!
- When Marketing is Strategy – a Lesson for Solution Providers
- Solutions Marketing: Thinking Differently to Build an Award Winning, Customer-Centric Solution
- Solutions Marketing: How to Manage a Successful Thought Leadership Program
- Solutions Marketers: What Are Companies Looking For?
- Solutions Marketing: Are Solutions Selling and E-Commerce Mutually Exclusive Concepts?
- Why a True Solutions Focus Benefits the Organization as Much as the Customer
- Solutions Marketing: Revisiting the Debate over the 4 P’s
- Can Solutions Marketers Contribute to Political and Social Solutions?
- GE Healthcare’s Research on Solutions Marketing: Learning from the “Best of Breed”
- The End of Solution Sales? Not So Fast...
- A New Way of Thinking about What’s Different with Solutions Marketing
- Should We Perform the Last Rites on Solutions Selling?
- 5 Recommendations for Improving the Impact of Social Media on Your Solutions Business
- Using Thought Leadership to Address the 3 Top Solutions Marketing Challenges
- Understanding the Roles, Responsibilities and Future Opportunities for a Solutions Marketer
- Solutions Marketing: The four P's are OVER
- Why is customer-centric marketing still more talk than action?
- Marching forward with solutions marketing...at least on the Web
- Solutions Marketing: Should it be taught at business schools?
- The four engines of B2B marketing success
- Outsourcing reality show illuminates the buying process
- Words and Meaning: The Power of Alignment
- Learning from Gen Y
- Solution Marketing:We've launched!
- Taking the time to get it right
- MIT and the new physics of marketing
- When the Client Says “We love you guys, but…”
- What's with the rocks?
