Peeling the Solutions Onion: What Really Works in Marketing and Selling Solutions

Title:

Peeling the Solutions Onion: What Really Works in Marketing and Selling Solutions

Author:

Steve Hurley

Date Published:

December 14, 2004

Ref. Number:

OLB121404

Pages:

29 slides

Many technology, networking, and IT services companies have begun to tout their “solutions” in marketing and sales campaigns. But truly moving to a solutions orientation is more difficult. This ITSMA briefing focuses on three companies that are thoughtfully and methodically changing how they listen to the market, generate high impact solutions, and effectively launch them into the marketplace. The briefing includes mini-case studies from Sprint, EMC, and Novell:

Sprint provides an overview of its new approach to ideation and offer development for Sprint Business Solutions
EMC presents its go-to-market readiness process for solutions
Novell explains its initiative to match target segments with the right selling model

In all, the three examples highlight some of the most important routes to success in marketing and selling solutions.

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