Interviews with Ranjay Gulati, Professor at Harvard Business School, by Steve Hurley, Managing Director of Solutions Insights, Inc.; the discussions surround Ranjay's views on solutions as described in his new book Re-Organize for Resilience. 

• Changing the Organization to Deliver Solutions
• The Real Meaning of Organizational Solutions
• Partnering for Solutions Success
• Customizing Solutions to Meet Customer Needs
• Bridging Company Siloes for Solutions Success

Point of View Series

• Six Steps to Differentiating Your Solutions Offerings
• Socializing Solutions: Tapping Social Media for Solutions Success 
• Defining and Developing the Right Solutions: Lessons Learned in Managing Solutions Councils 
• Adjusting to the New Reality: Four Steps for Solutions Growth
  

Articles and Reports  

• Socializing Solutions Marketing: What's Working and What's Next (PDF)
  Rob Leavitt: Presentation to Hult International Business School on using social media for marketing high-value business solutions, with examples from Emerson Process Management, HubSpot, Cisco, Cambridge Healthtech Associates, and Intel (Solutions Insights, 2010)
   
• Integrated Solutions: The New Economy Between Manufacturing and Services (PDF)
  Andrew Davies: The provision of integrated solutions does not conform to the traditional categories of manufacturing or services. In-depth working paper on business challenges and necessary capabilities for solutions, with five case studies (University of Sussex, 2001)
   
• ITSMA Update: Rethinking Marketing for a Solutions World (PDF)
  Original ITSMA "manifesto" on core requirements for solutions marketing (ITSMA, 2005)
   
• Silo Busting: How to Execute on the Promise of Customer Focus
  Ranjay Gulati: How GE Healthcare, Best Buy, real estate company Jones Lang LaSalle and others have restructured around customer needs to deliver true solutions (Harvard Business Review, May 2007 - Subscription or purchase required)
   
• GovServices IT: Teaching Case Study (PDF)
  A real case study with the company disguised on the challenges facing a government-focused IT services firm that wants to develop a solutions strategy; written for use in the classroom (Solutions Insights, 2009) 
  
  
• Building a Content Engine: Generating Interest and Accelerating Sales with Engaging Content and Programs (PDF)
  Rob Leavitt: High-level presentation on how to build a thought leadership content "engine" for marketing and sales (Solutions Insights, 2009)
  
• (Don't Use) Successful Solution Selling: Magic or Management
  Interview with Ken Cornelius, President & CEO of Siemens One, on the opportunities and challenges of selling integrated solutions across a multi-division business (Knowledge @ Emory)
• A New Approach to Marketing and Sales Collaboration (PDF)
  Four initiatives to strengthen collaboration in a solutions environment (ITSMA, 2006)
  

• Conversational Marketing (PDF)
  The conversational mindset required for solutions marketing (ITSMA, 2006)

Tools 

• Point of View Development Template (PDF)
  Worksheet to help companies develop a thought leadership Point of View on a significant business challenge facing their customers (Solutions Insights, 2010) 

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