Introducing The Solutions Model

January 1st, 2018

Paul Ferron VP, Research Director

Amy Hayes VP, Research Director

Barry Vasudevan VP, Principal Analyst

Beth Caplow VP, Principal Analyst

Barbara Winters VP, Principal Analyst

Katie Fabiszak Principal Analyst

John Buten Principal Analyst

Lisa Singer VP, Research Director

Summary

The evolution to a solutions go-to-market approach is a top priority for many B2B organizations. However, the word “solution” can be puzzling for B2B sales and marketing leaders, as it is commonly used to describe several different types of offerings, all of which can actually be construed as a solution to a buyer based on their organization’s specific needs. In this report, we present the Solutions Model, which defines the four most common types of B2B solution offerings.

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