Monthly Archives: September 2009

Elements of a Great Solution Demo

By: Steve Robins

The Solution Demo Series, Part III

This is the third part of the Solution Demo Series.  Check back for additional posts (see end of post for complete list).  Also, be sure to check out the last post, Strategizing The Solution Demo.

Now that you understand your audience, the business problem being addressed, and the goals of you and your audience, you can begin to build and deliver the actual demo. Following are several tips, based on my own experience and that of experts like Peter Cohan, that will help you to develop and deliver great demos.

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Filed under Demos, Messaging, Solution Marketing, Solutions

Strategizing The Solution Demo

By: Steve Robins

The Solution Demo Series, Part II

This is the second part of the Solution Demo Series.  Check back for additional posts (see end of post for complete list).  Also, be sure to check out the last post, Getting Started with Solution Demos.

You already know that solution demos are an important aspect of solution marketing.

Before you build a solution demo, make sure to do the advance work of understanding the target audience, their needs and goals for the demo.  Also consider the need and goals of your company.  Armed with this key information, you’re ready to begin building your solution demo (see next post). Continue reading

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Filed under Demos, Solution Marketing, Solutions

Getting Started with Solution Demos

By: Steve Robins

The Solution Demo Series, Part I

This is the first part of the Solution Demo Series. Check back for additional posts (see end of post for complete list).  Also, be sure to check out the earlier post, “It’s Never Just a Demo” about demos at WebInno22 in Boston.

If you’re marketing solutions, chances are that you’ll also need to develop, manage, and/or deliver solution demos.  This is the first installment of a series on how to develop and deliver great solution demos, based on my own experience and that of several demo experts like Peter Cohan (see forthcoming resource list for further details).
Let me know if you have additional suggestions for great solution demos – reply below.   Continue reading

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The Skinny: Solution Taglines

By: Steve Robins

A major part of solution marketing is, well, marketing the solution.  And a very small part of marketing (tongue in cheek) is the tagline.  Actually, the tagline is not really so small.  The tagline succinctly describes the value of your solution.  The tagline attracts attention.  It creates interest and draws people in to learn more.  And it’s memorable.  

But do taglines really matter for solutions?  If you want to attract attention, create interest, and have folks remember your solution, taglines can definitely help.  Think of the tagline as the simple, attention-grabbing statement at the top of your collateral, at the start and end of a slide deck, as a header on your website.

At the same time, if you want them to be taken seriously, solution taglines shouldn’t be too clever or fluffy.  Focus on the business value of your solution, without distracting from it.

For more on taglines, check out this great (and succinct) post from the Kherize5 blog: 9 Tips for Creating Great Taglines.

Update: The “9 Tips…” link has now been updated (2/1/2010)

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Filed under Information, Messaging, SIVA - Elements of Solution Marketing, Solution Marketing

Number One [blushing]

number1Thank YOU, Thank YOU, Thank YOU, Thank YOU, Thank YOU

Thanks to YOU, this blog has risen to become the top-ranked solution marketing blog on the major search sites including Google, bing, Yahoo!, altaVista, Ask and AOL *.

The Solution Marketing Blog fills an important need for software marketers who need to effectively market their solutions. I’ve worked hard to provide you with the most up-to-date, complete information on solution marketing best practices.  So the top ranking is a great honor.

And I hope that you will take time to comment and contribute to the growing  dialog on solution marketing.  Working together, WE all can market solutions that engage, add value, and win over new customers.

Thanks for your readership — and your participation!

— Steve Robins

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* Method: searching for term < Solution Marketing Blog > on search engines 9/2/09.

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