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Description:
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Recent ITSMA research shows that customers today are aggressively seeking providers that can solve complex business problems in a holistic fashion, with as much reliability and as little management complexity as possible. They also seek providers that have moved beyond the traditional buyer/vendor relationship and are capable of acting as trusted advisors. In short, the opportunity for providers to sell solutions has never been better.
With these trends as a backdrop, ITSMA recently worked with the ITSMA Solutions Council to update the Solutions Roadmap to incorporate the increased knowledge, experience, and accrued best practices of ITSMA and Council members.
The Solutions Roadmap was first developed by ITSMA in 2003 as a model to help technology services firms navigate the journey from selling point products and/or services to delivering solutions. The Roadmap focuses on the major aspects of change that organizations must address in becoming true solutions providers. This Update explores the trends and experiences that have led to a more robust and detailed Roadmap and offers guidance for companies that are contemplating, or are in the midst of, the journey to solutions mastery.
The Roadmap encompasses five major phases, including:
- Starting Point: The Push And Pull
- Pilot and Test
- Building the Foundation
- Organizational Execution
- Solutions Mastery
For each phase, the Roadmap highlights the key characteristics in organizational structure, the roles and responsibilities of marketing, and other aspects of business process such as portfolio management, sales and sales enablement, and culture and behavior. |
