Making the Transition to Solutions Mastery:
The ITSMA Solutions Roadmap

In today's hyper-competitive market, more and more companies are recognizing the importance of shifting from a product-driven to a customer-driven approach – and realizing, as they go, that this shift is no small undertaking. Becoming a solutions provider necessitates change in everything from R&D and product development to organizational structure, marketing, and sales.

Though the task may seem daunting, the rewards are great. By developing and bringing integrated solutions to market, technology providers are delivering more significant business value to their customers, an important consideration when decision-making power resides firmly in the hands of business executives.

The ITSMA Solutions Roadmap outlines the major stages of the solutions transformation and provides guidance on how to progress from one stage to the next. It describes the five basic phases that all companies – especially those that have a strong product heritage – typically go through on the road to mastering the development, marketing, selling, and delivery of integrated, business-oriented technology solutions.

Rather than an academic model, the Solutions Roadmap is based on years of observing and working with industry pioneers as they have moved toward a solutions orientation. Our research, conversation, and experience across the industry have allowed us to identify the specific characteristics that describe best practices for companies working to become successful solutions providers.

The discrete phases laid out in the Solutions Roadmap are: The Push and Pull, Pilot and Test, Building the Foundation, Organizational Execution, and Solutions Mastery. For each of these phases the roadmap delves into five critical areas of focused change: Organization, Marketing, Portfolio Management, Sales, and Culture and Behavior.

Use the ITSMA Solutions Roadmap to evaluate and rethink your marketing strategy. The competition and the stakes in a solutions world are high. Is your organization doing all it can to master the solutions challenge?

For a more in-depth description of the ITSMA Solutions Roadmap, visit http://www.itsma.com/research/abstracts/u0041.htm

To learn more about moving to solutions, visit www.itsma.com/solutions.