Expert Video

Steve Hurley interviews Nina Hargus, VP of Global Services at EMC Corporation on some of the difficulties in enabling the channel to sell solutions

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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Thursday, November 5, 2009 at 8:57 AM
8:57AM

Winning with thought leadership: Six lessons from IBM and Deloitte

B2B marketers know they need to invest in thought leadership, and many have indeed invested more during the last few years. Making the most of these investments, however, rests on having the right answers to a set of difficult questions:

  • What topics should we highlight?
  • How should we produce and package thought leadership content?
  • How should we promote it?
  • How can we measure success?

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AuthorRob Leavitt | Print ArticlePrint Article | Comment2 Comments | |
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