Defining a "Solution"

"Solutions" is one of those slippery words that can mean anything and everything. Working with some of the world's top technology companies, ITSMA has developed a useful definition:

"A combination of products, services, and intellectual property focused on a specific business problem that drives measurable business value. The solutions components can be from either the vendor and one or more partners, and the solutions implementer can be the vendor, the partner, the customer itself, or a combination of the three."

It's a bit dense, and doesn't exactly roll off the tongue. Nevertheless, we have found that it clicks with both buyers and sellers given its emphasis on solving specific business problems with measurable business value. Understood as such, the "S" word can get beyond the hype and provide important direction to business strategy and operations.

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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.

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  • SI recently launched its Solutions Marketing LinkedIn Group, and already have nearly 250+ members.   The goal is to maintain the quality of the discussion and to get the members actively contributing and participating in group discussions on Soutions Marketing.
  • Steve Hurley will be teaching a course on Solutions Marketing at the Hult International Business School (HIBS) in the Spring and Summer of 2012 in Boston, Dubai and Shangai.  Steve is always looking for experienced Solutions Marketers to act as mentors and coaches to his MBA students.  Anyone who is interested is urged to contact Steve.
  • We are pleased to announce our newest Associate, Mary Donato, President of Applied Principles.  Mary brings 30+ years of solutions sales and marketing management experience and specializes in the area of sales coverage optimization.  She works with companies interested in improving their solutions sales models, including refocusing traditional field sales and inside sales, and aligning channel partners with the solutions portfolio.   For more information on Mary, see her website at www.MaryPDonato.com.
  • The Hult International Business School is offering a certificate in Solutions Marketing.  Steve Hurley, who teaches Solutions Marketing in the Hult MBA program, designed a certification program for any student who would like to specialize in the topic.  


 

 

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