Category - "success-stories-for-offering-distinction"

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,[...]
READ MORE


Enabling Solutions Through Services: How PTC Developed a Model to Scale Professional Services for Solutions Growth

The Role of Professional Services in Creating a Customer-Based Solution For product-based companies, creating new technologies that improve customer business performance is their main focus.  Whether they produce networking gear, manufacturing equipment, medical equipment, or off-the-shelf[...]
READ MORE


Solutions Marketing: How Invensys built a Business Value Solutions Model that Moved it out of a Commodity Business

The Challenge Many technology companies that have served the manufacturing and process automation markets have struggled to get technology innovation accepted, resulting in a concentration of products that are seen to be commoditized and generic “for the plant floor”.  This is a story of a[...]
READ MORE


Solutions Success Story: How DuPont Built a Services-Led Solutions Business

All of the solutions success stories that we’ve written over the past few months have shown how technology-based companies have become more customer-centric by creating solutions that seamlessly integrate both products and services. It’s important to understand, however, the move to solutions[...]
READ MORE


Solutions Success Story: HP backs solutions rhetoric with organization change and investment

Everyone talks about "solutions" these days but few seem to invest in the changes necessary to move beyond the rhetoric. For example, truly developing, marketing, and selling integrated B2B solutions typically requires both a strong focus from the top down and a new alignment from the bottom[...]
READ MORE