Resources: Learn More About Solutions

• Six Steps to Differentiating Your Solutions Offerings (Number 4 | January 2010)
• Socializing Solutions: Tapping Social Media for Solutions Success (Number 3 | June 2009)
• Defining and Developing the Right Solutions: Lessons Learned in Managing Solutions Councils (Number 2 | May 2009)
• Adjusting to the New Reality: Four Steps for Solutions Growth
  (Number 1 | April 2009)

• 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)
  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) 

• 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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