Common Objectives of a Solutions Initiative are:

• Raise average deal size
• Enable more successful deployments
• Engage higher-level decision-makers within target accounts
• Sell more of the product stack in each opportunity
• Raise the value of the company’s products to customers.

What we’ve done to help with Solution Selling:

• Identify the core business use-cases where the company’s products provide tangible benefits and solve real business problems.
• Work with Sales to determine what knowledge, skills, and tools they need most to succeed
• Create audience-appropriate messaging, value propositions, and qualitative and/or quantitative ROI models that are validated by real customers and backed by real success stories.
• Develop marketing and sales collateral and design awareness and demand generation campaigns based on the solution selling approach.
• Educate direct and partner sales to help them succeed with the solution selling approach.

What we’ve done to help with Solution Orchestration:

• Identify opportunity areas in the market where your core capabilities can be leveraged in the context of broader solutions.
• Define how to integrate products, services, and partner offerings into a cohesive answer to your customers' needs
• Recruit key partners to participate in a solution, and define the value to the partner and to joint customers
• Define go-to-market strategies and plans for the new solutions
• Develop education and tools for sales, professional services, partners, and other customer-facing personnel to empower them to market, sell, and deliver the solutions.

Download White Paper:  "Succeeding with Solutions"

— Vadim Rosenberg,
Director,
Telecommunications Industry
Marketing, CA

Read BEA Systems Case Study: Prioritizing solutions for Rapid Revenue Growth