Expert Video

Interviews with Ranjay Gulati, Professor at Harvard Business School

 

Solutions Research Network

 

 

 

 

 

 


 

Recent Engagements

  • Assisted a large IT solutions company to strengthen its messaging to the market

 

  • Rebranded a non-profit organization in the economic development sector so that it reflects its new mission and services areas, including the development of real solutions

 

  • Built a much stronger key account planning program for a large systems integrator

 

  • Trained the sales force of a large semi-conductor company on how to articulate the value of their solutions


  • Redesigned a marketing metrics system for a large software company to better understand their success in selling solutions

 

  • Broke down the silos between Business Units of a large professional services company to allow for better communications and resources-sharing to be able to develop solutions

 

For more examples of our work:

When times get tough, business buyers put their providers into two buckets: strategic partners that provide real business solutions... and everyone else. 

Companies selling high value solutions struggle to orient themselves around key customer challenges. Too often, they bog down in internal silos and inside-out marketing and sales.

Solutions Insights is solely focused on helping B2B solution providers solve their toughest organizational problems, including:

  • Aligning around a solutions strategy
  • Integrating products and services into distinctive offers
  • Creating stronger customer connections
  • Enabling and accelerating solutions selling

Learn more about our people, services, and clients.

 

  • Steve Hurley recently interviewed Rich Vancil, Vice President of the Executive Advisory Group at IDC,  on solutions sales and marketing trends that he has seen -- check out our video interview series
  • Rob Leavitt recently led a webinar on Beyond Random Content: Four Steps to Thought Leadership Success with Avitage; check out the microsite for the webinar and additional resources.  
  • Steve was recently nominated as one of the top 3 Professors at the Hult International Business School (HIBS)
  • Steve will be speaking on the importance of sales and marketing collaboration for selling solutions at the ISBM's Member Meeting at Penn State in September.
  • Rob recently helped Amdocs produce an ebook for a thought leadership microsite on Enterprise Product Catalogs and Product Lifecycle Management. 
  • Matt Leary is leading a worldwide series of solutions sales training sessions for a large telecommunications company.
  • We are pleased to announce that we've hired Dee Sarma as a Senior Consultant.  Dee recently graduated from HIBS, and ranked in the top 5% of her class. 

 

Solutions Insights is a B2B consulting and training firm that helps companies develop, market, and sell high-value solutions. Our work with technology, professional services, and other clients focuses on four dimensions of solutions success: Strategic Alignment, Offering Distinction, Customer Connection, and Sales Acceleration.