Posts Tagged "solutions-marketing"

Solutions Marketer: An 8-Step Model to Solutions Market Research

“Research is to see what everybody else has seen, and to think what nobody else has thought”. Albert Szent-Gryorgyi, Nobel Peace Prize winner in medicine Every significant new business initiative starts with a market assessment.  This is usually the first stage in the classic Stage[...]
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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: Helping Your Customers Become Solutions Companies

The Republicans and the Democrats are looking for a “solution” that will prevent them from driving over the edge of the fiscal cliff.  The National Hockey League is looking for a “solution” to its player lock-out so that hockey fans can once again watch the bone-crushing body slams and[...]
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A New Way of Thinking about What’s Different with Solutions Marketing

Solutions Insights’ Solutions Marketing Success Model: Winston Churchill summed it up best – solutions marketing is a “riddle wrapped in a mystery inside an enigma”.  OK, so he was talking about Russia and not solutions marketing, but I have no doubt that if solutions marketing as we[...]
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Incorporating Organizational Change Into Your Solutions Marketing Approach

Four Steps for Transformation Success Guest Blog Post: Charles Born Good solutions solve complex problems and often evolve into highly complex company offerings with complex value propositions. They need to be effectively communicated to potential buyers so that sales are successful. A solution[...]
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Using Thought Leadership to Address the 3 Top Solutions Marketing Challenges

In a February 2012 survey that was conducted by Solutions Insights and ITSMA on Anatomy of Solutions Marketer only 6% of solutions marketers listed as one of their top three challenges “Creating thought leadership to support solutions approaches.” Either they've got this problem solved, or they[...]
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The continuing ‘tech marketing transformation'—outlook for 2012

Tech marketing organizations have been in a snow-globe swirl of re-organization, budgetary upheaval and operational transformation over the past two years. IDC expects some of this volatility will settle down a bit as we work our way through 2012 and beyond. This does not mean that the "tech[...]
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Solutions Marketing: 6 Keys to Creating a Playbook that Solutions Salespeople Will Use

Sales Playbooks have been around a long time, but there seems to be a new resurgence of interest in using Playbooks to support solutions sales. In our work with companies who have invested in solutions-based Playbooks, we believe paying attention to the following elements will significantly[...]
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