Author Archives: Steve Robins

March 16, 2009 · 5:04 pm

Oracle, SAP and the Value of Maintenance & Support Contracts

When a customer buys a solution, they expect to receive value for their purchase. Some customers are taking a fresh look at the value of their Oracle and SAP maintenance and support contracts. Continue reading →

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Filed under Case Studies, Other Solution Marketing, Pricing, Value

Tagged as Forrester, Maintenance & Support, Oracle, Pricing, SAP, SIVA - Elements of Solution Marketing, The Wall Street Journal, Value

March 10, 2009 · 8:40 pm

Hyundai Is Not Alone

Update to the Hyundai post: As you might imagine, other industries, especially those that provide expensive and discretionary products and services, are offering other sorts of complete solutions that allow refunds in the event of a layoff. Continue reading →

Doesn’t Hyundai Sell Cars?

Part of the Series: More Similar Than You’d Think: Hyundai, IBM, Chuck E. Cheese’s, and Amazon

Hyundai takes a broader view of customer needs – selling cars is about much more than the car itself. Continue reading →

LinkedIn Group for Solution Marketing

Join the conversation — check out the new LinkedIn Group, “Solution Marketing Pros,” for solution marketing practitioners… like you! The group is intended to help solution marketers share best practices, get advice etc. I hope you’ll join.

— Steve