Category Archives: Value

Apple iPad: Solution Evaluation

– By Steve Robins

Rating the Apple iPad as a Solution
iPad Series Part II

Read Part I, Apple iPad: Tablet or Solution

iPad - a complete solution

A complete solution incorporates users, process, content, technology and services

Since January, I’ve been researching the Apple iPad in order to rate it as a solution.  I even took one for a test drive on Sunday (thanks Jeff Berg of Purple Shark Consulting!).  The rating is actually a strategic tool that enables marketers to meet customer needs by offering a complete solution. But the Apple iPad has generated so much hype that it’s a great solution to evaluate.  The iPad received a rating of 4.3 out of 5.  By comparison, most other tablet offerings today would probably score 2.5 or lower on the solution rating scale.  The best possible score is 5 (complete solution) while the lowest is 1 (product, not a solution).  This is an independent evaluation and was not funded by Apple.

Click “Keep reading” below to see the full solution evaluation of the Apple iPad.

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

The Solution Marketing Blog: One Year Later

– By Steve Robins

Celebrating a year of blogging on solution marketing

First, thank you to everyone that reads this blog day-in and day-out – it’s been a great ride since February 2009. Thanks also to everyone who expressed interest in solution marketing at Product Camp Boston #1 and #2, and on the LinkedIn group and elsewhere.  And thanks to those who’ve helped to make this a great blog.  As they say, the best is yet to come.

In celebration of this milestone, following is a solution marketing recap from the last twelve months.

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Filed under Access, Case Studies, Demos, Information, Message, SIVA - Elements of Solution Marketing, Solution Marketing, Value

No Value, No Job

– By Steve Robins

SAP Sacks CEO For Failing to Deliver Customer Value

Sometimes the best solution marketing is about value.

It’s been one of the most interesting solution value stories of the last 18 months: ERP vendors’ exhorbitant support prices (at Oracle’s 90% margins) and SAP’s botched attempt to raise prices even further.  It’s pretty obvious that ERP vendor greed has further weakened customer relationships while opening the door to a new cadre of support vendors.

ERP vendors charge high maintenance and support prices that are essentially insurance policies that enable their clients to receive upgrades and support.  Problem is, many companies don’t need – and can’t afford – the broad and expensive maintenance and support provided by ERP vendors, so they’ve moved to competitive support firms like Rimini Street.

Yesterday’s sacking of SAP’s CEO is only the latest chapter in this tale.   Continue reading

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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

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