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SolutionsInsights

Solutions Success Story: How iGate Created a Post-Acquisition Solutions Development Process

Creating an effective and efficient solutions development process is, in itself, a difficult task.   We know of a lot of both technology and non-technology companies that are struggling to do this.  Getting all of the product and services groups, as well the key component and channel partners,[...]
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SolutionsInsights

Solutions Marketing: How Avnet Applied Change Management Principles to Make the Transition from a Products-Based Company to a Solutions Company

We recently conducted a poll and asked what the biggest challenge in moving from a product-oriented business focus to a more customer-centric, solutions oriented approach was.  I was surprised that an overwhelming percentage of the respondents selected   “managing the cultural and behavioral[...]
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SolutionsInsights

Solutions Success Story: How Honeywell Provided Customers with a Full Solutions Experience

Dealing with Solutions Complexity The complexity of today's go-to market models for solutions can make heads spin within the marketing and sales groups of technology companies.  It’s very typical for a customer to deal with 3-5 separate companies in order to piece together their own solution. [...]
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Steve Hurley

Solutions Success Story: How VMware shifted its go to market strategy to a solutions focus

VMware, a software company focused on virtualization and cloud computing, recently faced a classic dilemma that many companies, especially technology-based companies, have encountered. The business model was to develop and sell software packages. These packages were created and sold as products --[...]
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