|
Description:
|
In 2005, ITSMA brought you the first edition of our popular Solutions
Handbook. As the industry has evolved, so has our thinking and
research. It is therefore with great pleasure that we bring you the
2006 edition of the Handbook, complete with new case studies,
research, and best practices in going to market with solutions.
Specific publications included in this Handbook:
- When Moving to Solutions, Marketing Must Lead the Way
- The BEA Solutions Framework Initiative
- Planning Your Route to Solutions Mastery
- How Customers Choose Solutions:
Responding to the New Decision Process
- Rethinking Marketing in a Solutions World
- Communicating Solutions: A Four-Step Model
- Marketing Solutions on the Web: Ten Tips for Success
- Marketers Refocusing Sales Support for Solutions Selling
- Solutions Sales Training Moves to the Field
- Partnering for Solutions
- Demonstrating Value Delivered
- Novell Secure Enterprise Dashboard:
A Solutions Development Success Story
|
