Posts Tagged "categorysolutions-marketing-success-stories"

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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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[...]
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Solutions Marketing Success Story: How a Small Company Created a Big Solution

Guest Blog Post: Greg Root Is Solutions Marketing only for large, global companies? The short answer is no – small companies, even start-ups, can benefit by applying the concepts and methodologies of Solutions Marketing. The Challenge:  Creating a Solution in the Enterprise Mobility[...]
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Solutions Marketing Success Story: Leveraging Your Clients to Learn how to Develop and Sell Solutions

Is your company facing the following problem? You’re struggling to get your sales force to identify the real challenges and business problems that your clients are facing, which usually results in a conversation around the products and services in the portfolio that your salespeople are most[...]
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Solutions Marketing Success Story: Leveraging Marketing Technology to Generate More Qualified Leads - IBM

A number of recent B2B studies have indicated that marketing’s primary role is to generate qualified leads for the sales force.   Given the importance of this activity, do you think your company would be interested in applying new marketing technology that would increase your funnel of[...]
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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[...]
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Solutions Success Story: Driving Client Loyalty through Dimension Data’s Client Advocacy Program

By definition, technology-based solutions require the integration of products, services, and unique IP to address and resolve the complex business problems large corporations face today. While most solution implementations are ultimately successful, they are rarely easy for all of the typical[...]
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