Tag Archives: Solution Marketing

May 6, 2009 · 10:11 pm

New Twibe – SolutionMarketing

OK, I can barely say it seriously BUT I did just start a new Solution Marketing “Twibe“, a common interest group on Twitter. It’s similar to Solution Marketing Pros on LinkedIn. As I mentioned in my last post, you have to go where your community is, so if folks are in Twitter, then Solution Marketing needs to be there too!

Become one of the first to join – see http://www.twibes.com/group/SolutionMarketing.

— Steve

Go Where The Prospects Are

By: Steve Robins

Rather than pushing product, solution marketing is all about solving customer problems. And to do that, you need to share INFORMATION and engage in a two-way dialog with those customers to demonstrate how you can solve their problems. In most cases, you’re going to need to do that on the customer’s terms, not yours. So you’ll need to follow a key tenet of solution marketing: “Go where the prospects are.” Continue reading →

4 Comments

Filed under Access, Access, Information, Solution Marketing

Tagged as Access, Information, Prospects, Scott Kirsner, SIVA, Solution Marketing

April 30, 2009 · 12:00 am

SAP Customers Demand Value for Enterprise Support

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 →

2 Comments

Filed under Case Studies, SIVA - Elements of Solution Marketing, Solution Marketing, Value

Tagged as Case Study, Pricing, SAP, Solution, Solution Marketing, Support, Value

April 15, 2009 · 11:13 pm

Twitter on Salesforce.com: Technologies Change But Business Problems Don’t

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 →

5 Comments

Filed under Case Studies, Information, Social Media, Solutions

Tagged as Comcast, Marketing, Product Marketing, Salesforce.com, Social Media, Solution Marketing, Twitter

March 28, 2009 · 6:00 am

Solution Marketing Research

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