Monthly Archives: April 2009

SAP Customers Demand Value for Enterprise Support

By: Steve Robins

This is an update to the earlier post, Oracle, SAP and the Value of Maintenance & Support Contracts:

VALUE is a core element of the SIVA solution marketing model.  Not surprisingly, the most important element in pricing a solution is the solution’s VALUE as perceived by customers.  That lesson proved embarrassing for SAP this week as they were forced to slow down a planed support price increase until they could demonstrate its value.      Continue reading

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Filed under Case Studies, SIVA - Elements of Solution Marketing, Solution Marketing, Value

Twitter on Salesforce.com: Technologies Change But Business Problems Don’t

By: Steve Robins

In over ten years of marketing solutions, I’ve learned, well, a great deal. Lesson #267 (give or take): technologies change quickly BUT many general business problems evolve at a much slower rate. Continue reading

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Filed under Case Studies, Information, Social Media, Solutions