ITSMA Insight - Mastering Solutions Reality Check

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<< BACK	Mastering Solutions Reality Check

Talk of “solutions” pervades the technology industry, but becoming an effective solutions provider typically requires substantial organizational change, affecting nearly every aspect of marketing, sales, and delivery. Few, if any organizations have truly mastered solutions.

ITSMA’s Mastering Solutions Reality Check provides a quick scan of how your organization is making the transition. The following five questions probe some of the most important aspects of mastering solutions.


1.	Our company’s CEO and senior executive team have made a clear commitment to move the company to a solutions orientation.

	Absolutely	Sort of	Not at all


2.	We have clear guidelines and processes for developing and launching new solutions into the marketplace.

	Absolutely	Yes, but not always followed	No


3.	We have made a significant investment in developing and delivering thought leadership in the business issues around which our solutions are designed.

	Absolutely	In a few areas	No


4.	Our marketing programs are oriented primarily toward business issues, with less attention to specific products or services.

	Absolutely	In a few areas	No


5.	Our sales representatives are primarily oriented to consultative selling, with the skills and tools in place to help them identify customer wants and needs prior to presenting specific offers.

	Absolutely	We’re getting there	No



	Your Score =

Scoring:
0-2	Have you heard about this “solutions” thing?
3-5	You’re on the road; it’s time to pick up the pace
6-8	Not bad at all, you’re making great progress
9-10	You’ve arrived; we salute your mastery!

To learn more about how ITSMA can help your organization master solutions, visit www.itsma.com/solutions.

For more information on our in-depth solutions assessment, visit http://www.itsma.com/solutions/rm_assess.htm.

Phone: 1-888-ITSMA92 (Outside the U.S. +1-781-862-8500)