Solution Scorecard - Solution Marketing Class June 2012

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Simple solution scorecard - Solution Marketing class at the Boston Startup School, June 2012

Introduction to Solution Marketing
Simple Solution Scorecard

Steve Robins
June 21, 2012

Solution marketing Scorecard
Dimension Rating Comments
Completeness
• People/users, fit to needs
• Process
• Content/Information
• Technology: Hardware and software
• Services & support
Strategy
• Differentiated offering – unique in market
• Partners: includes tech, apps, and content
• Partner-friendly business model (win-win)

Total

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It seems that everyone is creating and marketing solutions today. But how are top companies using solutions to transform markets and drive growth? What best practices can you use in your business? During this session, we’ll examine industry leaders like Apple, Uber and EMC to understand what solutions are, how they’re different from products, and how solutions help winning companies to better meet customer needs. During this fast-paced session, you will learn: * Why customers want more than products * How leading companies are using solutions to completely transform markets and drive growth * 5 things every solution should include * How to construct your solution marketing strategy * The 4 most important things you should do to create and market solutions at your company – starting tomorrow SPEAKER BIO Steve Robins is the principal of Solution Marketing Strategies, a strategic marketing consultancy that helps companies to better understand and market to their customers through targeted research, segmentation, solutions, messaging, sales tools and demand generation. For the last 15 years, Steve Robins has been transforming technology firms into market-leading, customer-focused solution providers. Steve has held senior marketing roles at FirstBest Systems, EMC, Documentum, and KANA Software. An industry thought-leader, Steve started the top-rated solution marketing blog, writes a CMO-focused marketing tech column for TechTarget, helped grow ProductCamp Boston into the second largest such event in the world, and was an analyst at the Yankee Group

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Digital transformation is driving a variety of new solutions that solve user problems in entirely new ways. With transformation come new opportunities to solve problems more completely, disrupt markets, and build stronger customer relationships. At the same time, digital transformation provides both opportunities and challenges for agile marketers. During this month’s presentation, Steve Robins will provide a solution framework for digital transformation, describe new opportunities for marketers, and share case studies of digital transformation in action, such as ride sharing, presence-based marketing and more. BIO Steve Robins is the principal of Solution Marketing Strategies, a strategic marketing consultancy that advises companies on marketing and demand gen strategies, segmentation and messaging. For the last 15 years, Steve Robins has been transforming technology firms into market-leading, customer-focused solution providers. Steve has held senior marketing roles at FirstBest Systems, EMC Documentum, and KANA Software. An industry thought-leader, Steve started the top-rated solution marketing blog, writes a marketing tech column for TechTarget, and has co-chaired ProductCamp Boston for several years.

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