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
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
Filed under Case Studies, Other Solution Marketing, Pricing, Value
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 