Category - "most-recent-blogs"

Solutions Marketing: Are Solutions Selling and E-Commerce Mutually Exclusive Concepts?

The internet is changing the way people shop. Not just in the more mature markets like US but even in an emerging market like India. Access to a wide range of products from hundreds and thousands of brands mean people can now buy services and products from the comfort of their office or home. In[...]
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Solutions Marketing: Leveraging Channel Partners to Supercharge your Solutions Business

For most companies, the main objective of a channel partner program is to increase market coverage by using partners to provide leads or close sales.  In some cases, channel partners are also used to augment a company’s offerings by providing substitute or add-on installation or delivery[...]
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Solutions Marketing : Should your Go-To-Market Strategy Include Social Media?

Studies continue to show that solutions marketers are looking to use social media tools as part of their go-to-market strategies. However, in a B2B world, where the offers are complex and expensive, has social media proven to be successful? Has it become core to how companies go to market? As part[...]
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Why a True Solutions Focus Benefits the Organization as Much as the Customer

As part of our Solutions Marketing MBA course at Hult International Business School, 12 student teams were assigned an experienced Solutions Marketer to guide us through an analysis of their solutions business.  We had the opportunity to explore how solutions marketing has driven an internal and[...]
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Solutions Marketing: How Xerox is Engaging Decision-makers with a Printed Magazine and a Big Idea

Generating the Big Idea In early 2012, when Jeannine Rossignol, VP of Marketing Communications for US Client Operations (USCO) at Xerox, set out to develop new demand generation programs to support a recently-reorganized sales force, one of her team’s first activities was to review the messaging[...]
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Solutions Marketing Success Story: Simplifying How Customers Buy and Manage Complex Products

Technology-based products are, almost by definition, complex and difficult to install, operate and maintain.  Many of us, for example, have personally experienced the change in buying a television.  The analogue television of 20-30 years ago simply required the buyer lug it into the family room,[...]
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Solutions Marketing: Revisiting the Debate over the 4 P’s

As we all know, the foundation of marketing since the 1950’s has been described as the 4 P’s.  The concept of the 4 P’s – which stands for Product, Price, Place, and Promotion – has endured for over a half-decade, and continues to be the basis for many marketing plans and strategies. [...]
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Can Solutions Marketers Contribute to Political and Social Solutions?

I’ve decided to post a blog that isn’t about solutions marketing…at least not directly. I live in the Boston area. I have many friends and family members who both ran in the marathon and watched it in person on Monday. Patriot’s Day in New England is a very special day of celebration and[...]
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