Category - "offering-distinction"
Solutions Marketing: What are 5 Key Factors to a Successful Transition from Products to Solutions?
- 12-11-2013
- Most Recent Blogs, Offering Distinction
- bio technology, Offering Distinction, Biotech Marketing, Biotech Solutions, Customer-Centric Solutions, Market Ready, Solutions-Focused Company
- 0 comments
I recently had a conversation with two marketers working for a bio-tech company. Their challenge sounded very familiar: how to effectively combine their company’s products and services to create solutions that address their customers’ real needs and opportunities. As we talked, one of[...]
READ MORE





Leveraging Services to Grow Solutions Revenues at GE Healthcare
- 11-12-2012
- Most Recent Blogs, Offering Distinction
- GE Healthcare sales transformation model, solutions transformation, Offering Distinction, Leveraging services, Consultative Selling, Product to Solution s Marketing, Sales/Marketing Organization and Support, Selling Behaviors, Service Portfolio, Solutions Developement process, Solutions-based Business Model
- 0 comments
Moving from a product to a solutions focus is a daunting challenge for most B2B companies. When companies realize that a product-only strategy is, in the long term, a great market-exit strategy, the challenge they then face is how to make the shift to a true customer solutions orientation. Some[...]
READ MORE





Solutions Marketing: Have you Experienced the Shift from Services to Solutions?
- 04-11-2011
- Offering Distinction, Most Recent Blogs
- ISBM, solutions marketing, Offering Distinction, Product to Solutions Continuum, SPIN Selling, Technology-based Companies, Emergence of Solutions
- 4 comments
“Build a strong services business. That’s where the future revenue for technology companies will be”…
The Drive to Build a Services Business
Technology-based companies saw the gold glittering up in the “services” hills. Build out a solid professional services capability, the[...]
READ MORE





Solutions Marketing: The Skills Gap Between Product and Solutions Managers
- 04-10-2011
- Most Recent Blogs, Offering Distinction
- Solutions manager, solutions marketing, Offering Distinction
- 4 comments
Developing new products is a well-defined, broadly practiced business activity. Over the past decade, structured processes have provided the guidance that product managers have needed to create new products with increased efficiency and unparalleled levels of quality. The Stage Gate methodology[...]
READ MORE





Productizing Solutions:Cracking the Code to Profitability
- 26-02-2010
- Most Recent Blogs, Offering Distinction
- core offering, technology-based solution, Offering Distinction, Productizing Solutions, Service-Product Mix, Solution, Solutions Matrix, Solutions Productization Continuum
- 2 comments
In some ways, the concept of "productizing solutions" is an oxymoron. Many feel that, by definition, solutions require considerable customization when they are delivered to a customer. If it's too productized...well, then, it's not really a solution -- it's a commoditized offering that doesn't[...]
READ MORE





Seven Steps to Differentiating Your Solutions
- 07-06-2009
- Most Recent Blogs, Offering Distinction
- differentiation, Solutions, solutions marketing, Offering Distinction, Messaging, Tools
- 3 comments
With all due respect to the U.S. Declaration of Independence, not all people are created equal. While the Declaration powerfully focused on equal opportunities and rights, people are most certainly different in nearly every other aspect -- size, weight, color…right down to our ability to juggle[...]
READ MORE





New Point of View on "Four Steps to Solutions Growth"
- 28-04-2009
- Offering Distinction, Most Recent Blogs
- sales, ITSMA, Research, Solutions, Offering Distinction, Startegy
- 1 comments
I'm pleased to announce the launch our new Point of View series.
Over the next several months, we'll release a series of short, research-based perspectives on how companies can improve performance in their solutions businesses.
Our first Point of View, Adjusting to the New Reality: Four Steps[...]
READ MORE





Ten lessons for managing a solutions council
- 26-03-2009
- Most Recent Blogs, Offering Distinction
- CXO, Solutions, Councils, Governance, Offering Distinction, Complex Offering, Decision-Making
- 0 comments
Let’s face it: Most solutions are complex offerings. To succeed with solutions, you need deep knowledge of your customers, an ability to collaborate and share resources and assets internally, and a dedication and commitment to ensuring your solution actually works in the customer[...]
READ MORE




