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
By: Steve Robins
In over ten years of marketing solutions, I’ve learned, well, a great deal. Lesson #267 (give or take): technologies change quickly BUT many general business problems evolve at a much slower rate. Continue reading
Filed under Case Studies, Information, Social Media, Solutions
It seems like everyone’s doing solution marketing — but industry best practices are in short supply. That’s why I started this blog – and that’s why I’m going to be conducting primary research on solution marketing.
But I need YOUR input! Read on
Filed under Research
By: Steve Robins
Today’s economy demands solutions that solve business problems. Let’s take a look at this from the perspective of a fictional customer as he compares three different approaches: platform, application and solution: Continue reading
Filed under Case Studies, Solutions
To make it easier to find the blog, the Solution Marketing Blog has a new primary URL: http://www.SolutionMarketingBlog.com.
You can still type in http://SolutionMarketing.Wordpress.com but you’ll be redirected to the new URL.
Filed under About, Information
The Strategic Role of Product Marketing
Presentation at ProductCamp ON>LINE Friday June 11 at 1:15 pm ET
Register – free to attend. Learn more.
 Steve Robins has been helping companies to transform their marketing focus from technology platforms to customer solutions -- for over 10 years as a tech analyst and marketer at EMC Documentum, KANA and The Yankee Group. More... |
THE Solution Marketing Blog 