Ten years ago, I led a group developing global telecoms solutions for a large telecoms equipment vendor. The imaginatively titled ‘Solutions Group’ was a first, yet the company had been developing customer-specific solutions for many years, each one crafted by experts and effectively solving complex customer problems.

The goal of the Solutions Group was to identify these solutions, then develop and package them so they could be sold by the worldwide salesforce. In the end, it was an uphill battle, with constraints on investment curtailing the result.

The article Solutions Marketing: A top 7 checklist before investing explains why it’s difficult and identifies the top 7 issues to address.