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White Papers

Value Creation Through Solutions

A critical area that clients sometimes overlook is an understanding of how solutions add value — to themselves and to their customers — and how that value... More

TAGS: Customer (Market) Insights, Growth Strategies (Profitable Growth), Business Planning, Business Model Design, Solutions Creation, Channel Management, Marketing Resource Management, Sales Force Effectiveness, Pricing Strategy, Technology & Telecom

White Papers

Behavioral Economics

Traditional economic theory has tended to treat individuals as calculating, self-interested, ‘utility maximizers' who make entirely rational consumption and investment decisions. More

TAGS: Solutions Creation, Pricing Strategy, Insurance Distribution Channel Optimization

Published Articles

Building a Solutions—Based Organization

Building a Solutions—Based Organization

... it and doing it are two different things. “We need to become a customerfocused, high-value, solutions provider!” the CEO thundered. With that, the eyes of every member of the senior staff turned on the... More

TAGS: Customer (Market) Insights, Growth Strategies (Profitable Growth), Business Planning, Business Model Design, Solutions Creation, Channel Management, Marketing Resource Management, Sales Force Effectiveness, Pricing Strategy, Shared Services Design, IT Planning & Management, Commercial & Industrial

Case Studies

Solar PV Go-to-Market Strategy

Helping a global provider of solar photovoltaic (PV) modules and systems create a strategy for profitably entering the U.S. utility market A global provider of solar... More

TAGS: Growth Strategies (Profitable Growth), Business Planning, Business Model Design, Solutions Creation, Pricing Strategy, Strategy, Solar

Case Studies

Developing a Utility-Centric Perspective on Smart Grid

A leading global supplier of electrical products and services, focused historically on serving the commercial and industrial marketplace, became increasingly intrigued with opportunities in the utility industry anticipated from SmartGrid investments. More

TAGS: Customer (Market) Insights, Growth Strategies (Profitable Growth), Business Planning, Solutions Creation, Marketing Resource Management, Smart Grid

Case Studies

Redesigning the Sales and Marketing Processes to Enable Solutions Selling

A multibillion dollar computer and terminal systems manufacturer was facing increasing pressure from “me too” players and rapid innovations in technology, which were forcing commoditization of their core products. More

TAGS: Growth Strategies (Profitable Growth), Solutions Creation, Channel Management, Marketing Resource Management, Sales Force Effectiveness, Operations Architecture, Technology & Telecom