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Amid dramatic changes in the technology marketplace in recent years,
many IT providers are trying to move up the value chain by providing
more comprehensive and business-oriented solutions. The move to solutions
responds to buyer demand for business value as well as providers' needs
to stake out competitive differentiation and new areas for profitable
growth.
To succeed with solutions, however, requires companies to rethink virtually
every aspect of the way they go to market. This ITSMA Update highlights
the seven key initiatives that companies must take to market and sell
solutions:
- Substantially deepen customer and market intelligence
- Strengthen collaborative solutions development
- Rebalance push and pull marketing
- Invest in micromarketing
- Emphasize business value messaging
- Align sales support to the solutions buying process
- Manage the total client experience
The Update explains the importance of each initiative, and includes
successful examples from such companies as Accenture, BearingPoint, EDS,
HP, Unisys, and Wipro.
 Download a PDF of this Update for free
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