Our Clients

We work with organizations that experience problems and challenges in developing, marketing and selling solutions to their customers. While most of our clients are technology-based companies in the private sector, the problems of being able to provide true solutions to buyers and other constituents are also found in the non-profit, academic, and government sectors.

Services

Solutions Insights helps companies with solutions strategy, organization, marketing and sales. In other words, we help you figure out what sort of solutions business you want to build, how to build it, and then how to connect with customers and close the deal.

Specific services include:

  • Strategic Integration
    Aligning the organization around solutions strategy

    Most business units practice what child development specialists call “parallel play.” They’re preoccupied and perfectly content with their own activities, and pay little attention to the other units.      Our approach and tools focuses on assessing the severity of organizational isolation, identifying specific opportunities and benefits for cross- business unit collaboration, and building a sturdy foundation for solutions-driven integration. 
     
  • Opportunity Prioritization
    Identifying the most critical customer opportunities

    Most companies are awash in theoretical market opportunities. The great challenge is to choose the right few areas where you can bring focused capabilities to bear on urgent customer challenges. Our approach and tools focus on understanding the real imperatives of your most important customers and prospects     -- which is often difficult to do even for the most experienced account executive -- and then mapping those to the most appropriate existing and potential solutions to bring to market.  
     
  • Offering Distinction
    Developing and launching new offerings

    The sad reality is that most so-called solutions struggle for a foothold in the market. Companies pay too little attention to the early stages of solutions development, resulting in offerings that sound just like the competitors’ and still miss the customer mark. Our approach and tools focus on creating strong, highly-targeted value propositions and thought leadership platforms that pave the way for more effective offering launches and ongoing marketing, sales, and business development.
     
  • Customer Connection
    Deepening connections with customers and prospects

    Too many marketing groups continue to pitch the features, functions, and benefits of individual products and services, with little connection to the actual business challenges their prospects actually care about. And then they quickly move on to the next campaign. Our approach and tools focus on creating integrated messaging and rich content that speaks to customer needs first, and provides ongoing lead development and nurturing initiatives that recognize the necessity of long sales cycles for solutions.
     
  • Sales Acceleration
    Accelerating the selling process for solutions

    Product-oriented companies spend an enormous amount of time and energy training their sales teams to sell “things”    , which are the products that come off the line and are ready for sale. In a solutions world, salespeople need to be highly consultative, understanding how to balance customization with standardized features and characteristics. Our approach and tools focus on the most critical determinants of solutions sales productivity, including organization and incentives, training and competency assessment, account planning and management, and sales support systems and tools.

To learn more about our services, please contact Steve Hurley, Matt Leary, or Rob Leavitt.