By Steve Robins
Six Solution Marketing Lessons from Netflix
As I mentioned at the end of the last post, Netflix: It’s the Customer, Stupid, Netflix’s recent misadventure is a cautionary tale for solution marketers. Following are a six key lessons:
#1: As a vendor or service provider, technology upgrades are good.
So, if you rent DVDs and know the market will eventually transition to video on demand, you need to offer video on demand as well – just as Netflx does today. Streaming is proven and consumers will demand it. It’s not a matter of if, but when. However…
#2: Consumers and customers do not share your company’s timetable
By Steve Robins
No, this is not a good thing
Confession: I enjoy talking about “value” because sometimes, it’s counter-intuitive. For example: how can an expensive solution or product be a better value than an inexpensive solution or product?
Value has been making big news lately, especially in the turbulent world of tablet devices. Take a look at six months of HP TouchPad headlines: Continue reading
– By Steve Robins
Rating the Apple iPad as a Solution
iPad Series Part II
Read Part I, Apple iPad: Tablet or 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.
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