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Market Solutions
The Case for Shifting from Product to
Solutions Marketing
Sober
“This is a lot harder than we thought it would be.”
Realization
Solutions Factors
• More complex problems,
resulting in a need to Marketing Implications
create more complex
offerings • Greater customer-centric
• Greater personalization & behavior
customization
• Increased organizational • A different approach to
collaboration communicating the Value
• Longer sales cycles and Proposition
more complex Value
Propositions
Is solutions marketing seen as more or less Is solutions marketing seen as more or less
challenging than product marketing? challenging than services marketing?
% of Respondents (N=106) % of Respondents (N=115)
Solutions marketing
and product Solutions marketing Solutions
marketing are Solutions and services marketing is
equally challenging marketing is marketing are more
29% more equally challenging
challenging challenging than services
than product 52% marketing
Solutions marketing
marketing is 43%
62%
less challenging Solutions marketing
than product is
marketing less challenging
8% than services
marketing
4%