Tag Archives: NY Times

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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Filed under Solution Marketing, Value

It’s the Business Problem, Stupid

A Lesson from AMD’s Consumer Solutions

– By Steve Robins

AMD Simplifies Chip Labeling

AMD Simplifies Chip Labeling (Source: TechSpot)

Several months ago, chipmaker AMD updated their consumer marketing to focus on the total value of their PC chips rather than the speeds and feeds that consumers often found confusing and nearly meaningless.  This case study offers a great lesson for solution marketers.

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Filed under Case Studies, Information, Solution Marketing

Twitter and Customer Innovation

Solutions solve customer problems.  And so it stands to reason that those customers or software users probably know a thing or two about their problems.  They might even have a few novel ideas about how to solve their problems.  And they need you, the solution provider, to build complete solutions that combine the ideas and best practices of customers and users, along with your company’s innovative software and services.

Solution Innovation - The Solution Marketing Blog

It's about the customer

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Filed under Social Media, Solution Marketing, Solutions