Breaking the Code to Becoming a More Solutions-Driven Company

Author:	Julie Schwartz, Steve Hurley
Published:	May 23, 2012
Ref. Number:	OLB120522
Pages:	24 slides

The move to a customer-centric, solutions business model continues to grow in scope and importance. But what do we mean when we talk about solutions marketing? And what makes a successful solutions marketer?

ITSMA and Solutions Insights recently conducted an online survey of 133 solutions marketers to understand the top challenges of solutions marketers, the next trends in the area of solutions marketing, the solutions marketing career path, and the most important solutions marketing competencies.

To be successful in making the transition to solutions, the company needs to focus on three areas that are substantially different: developing offerings, connecting with customers, and enabling sales. Solutions marketers play a critical role in all three of these activities.

In this ITSMA briefing, Julie Schwartz, Senior Vice President, Thought Leadership and Research, ITSMA, and Steve Hurley, Managing Director, Solutions Insights, Inc., highlight the findings from the recent survey, The Anatomy of a Solutions Marketer. They also shed some light on the role solutions marketers play in helping their company become more solutions-driven.

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