Make Solutions Your Solution to Growth [Archive.org URL]

Is building better solutions a key part of your company’s plans to grow revenue? For a number of years, we have conducted extensive research within B2B companies to initially understand the nature of this solutions phenomena, and then to explore the variables necessary to distinguish between successful and unsuccessful solutions players. One result of this work has been the development of a Solutions Road Map, a five-phase process that takes companies from a solution’s starting point through, in some cases, to eventual solutions mastery. Described below, it provides a practical framework for managers either considering entering into the solutions’ sphere or for those already struggling with a solutions initiative.

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