Category Archives: Pricing

Netflix: It’s About the Customer Strategy, Stupid – Part II

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

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Filed under Case Studies, Pricing, Pricing, Value, Value

HP TouchPad @ $99 – Value?

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

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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

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