By Steve Robins
Value is Key to Solution Marketing
You might think that the most important aspect of marketing a solution would be what goes into it. What goes into a solution are just a bunch of pieces, products, or components. But value is about the benefit and cost of those components to the user or buyer.
More specifically, value is equal to the difference between (1) the benefit as perceived by the user and (2) the total cost of the solution. By perception I mean that the user or buyer must appreciate and want the resulting benefit. In fact, if they don’t perceive it as a benefit to them, it’s not a benefit but is instead just a useless feature.
Value is interesting in many ways, some of which are counterintuitive and not so obvious. Following are a few important examples – both obvious and not so obvious. Continue reading →
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– 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.
Continue reading →
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