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, Sales Acceleration, and Customer Connection.

Latest Blogs

What We Do
Defining a "Solution"

"Solutions" is one of those slippery words that can mean anything and everything. In the context of B2B companies, however, the term has taken on a specific meaning. We’ve updated a definition that a council of leading solutions marketing professionals, sponsored by ITSMA, developed over a decade ago:

A combination of products, services, and intellectual property focused on a specific business problem or opportunity that drives measurable business value and can be significantly standardized. 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.

Everyone agrees that solutions is an overused term. But it’s the right term. Companies that are able to have all or part of their business based upon this definition in are outcompeting their peers. And solutions marketing isn't a cliché — it’s the key to business advantage.

Solutions Marketing

Message from Our Partners

Steve Hurley

 

Matt Leary

 

Nikki Fisher

Our Clients

Join our Solutions Marketing community in LinkedIn.

We have over 1000 senior tech marketers in the LinkedIn Solutions Marketing Community. Lots of ideas are shared around how to market solutions. Let us make this a common platform to discuss on the new trends and insights about Solutions Marketing.

Members of this group explore best practices, challenges and other issues that their companies have experienced in marketing solutions. There are now articles appearing in HBR and other respected business journals that recognize the complexities of being a true solutions player instead of simply using the terminology as a marketing tool. This group will look at the organizational, cultural, operational, marketing and sales implications of trying to build or improve a solutions business within a company.

Click here to join now..

What's new at SI

  • Matt Leary will be talking about top account management talent development at the upcoming Strategic Account Management Association (SAMA) annual conference May 19 – 21 in Orlando. Details about the event and my presentation “Top Account Talent Development in Tough Times” are online at www.strategicaccounts.org.
  • Steve Hurley will kick off his Solutions Marketing MBA course at the Hult International Business School on May 19th. He will use a new HBS-style case study on how a large chemical company has tried to make the transformation from a product to a more customer-oriented, solutions focus.
  • SI has just completed its New Solutions Development benchmarking survey in collaboration with the Institute for the Study of Business Markets (ISBM) at Penn State Unviersity and the Center for Services Leadership (CSL) at Arizona State University. The results should be made public before the end of May.

newspaper templates - theme rewards