New White Paper

Check out our new white paper, Navigating the Perfect Storm: Selecting Partners for Service Provider Success. Commissioned by Amdocs, the paper outlines key criteria for communications service providers to consider when selecting solutions partners. Download the PDF here.

Recent Engagements
  • Assisting a large IT solutions company to strengthen its messaging to the market

 

  • Rebranding a non-profit organization in the economic development sector so that it reflects its now mission and services areas, including the development of real solutions

 

  • Building a much stronger key account planning program for a large systems integrator

 

  • Training the sales force of a large semi-conductor compnay on how to articulate the value of their solutions

 

  • Redesigning a marketing metrics system for a large software company to better understand their success in selling solutions

 

  • Breaking down the silos between Business Units of a large professional services company to allow for better communications and resources-sharing to be able to develop solutions

 

 - For more examples of our work, check out our  Sample Engagements.

When times get tough, business buyers put their providers into two buckets: strategic partners that provide real business solutions... and everyone else. 

Solutions Insights helps B2B organizations integrate their products and services into customized offerings that provide substantially increased business value for their customers. We work collaboratively with them in developing a stronger solutions-driven approach by:

  • Aligning the organization around a solutions strategy
  • Identifying and prioritizing market opportunities
  • Developing and launching distinctive and differentiated offerings
  • Creating stronger connections and relationships with customers
  • Enabling and accelerating the solutions sales process

 

  • Steve Hurley and Rob Leavitt have just completed a major engagement with a large professional services company that was interested in looking at how they can better integrate their resources and offerings across their 3 main Business Units.  The issues were similar to other SI clients -- lack of an effective committee or council to identify and promote solutions, a culture that wasn't comfortable with cross-BU collaboration and solutions development, and a system that didn't recognize or reward cross-BU activities. 
  • Rob has a number of content development projects underway with several of our technology-based companies.  All of these documents are part of various Thought Leadership initiatives.  He's also been asked to help with the strategic development of these initiatives, including process design, content selection, target audience definition, and how to apply social media tools to the programs.
  • Rob also attended the 19th annual "Compete Through Services" symposium at Arizona State University in early November.  He reported that the agenda was weighted more towards solutions marketing than ever before, another indicator of the rising importance of solutions.
  • Matt Leary has continued to deliver a series of customized sales training sessions for a large telecommunications company.  He delivered the first course in late June. His work has taken him to Brazil and Mexico lately -- very attractive trips to take in November if you live in New England!
  • Bob Olivier has joined our roster of company Associates. Bob has tremendous solutions marketing experience through his past positions as CMO at CSC and most recently SVP of Marketing at Satyam Corporation. 
  • Steve is spending part of his time working with an NGO in Washington, DC,  to develop and take new solutions to market in the international economic development space.  Part of their suite of offerings is to help large corporations set up and manage international volunteer programs.
  • Steve is currently teaching an MBA course on International Marketing at the Hult International Business School.  He has 50 students from 41 differently countries!  He has also been asked to present to the MBA students at Babson College on Solutions Marketing in December.
  • Divyan Gupta has joined SI as a Solutions Marketing Consultant.  Divyan has experience in the outsourcing world, having spent a number of years working with MphasiS, which is an EDS company, and Vertex Data Science.  

Solutions Insights is a B2B consulting and training firm that helps companies put meaning into the term “solutions.” Building upon deep experience in the technology and professional services industries, we provide research, strategy, and programs that create internal alignment, market distinction, and faster routes to revenue.