Webinar Wed 11/16: Beating Commoditization by Building High Value Solutions

by JuliannGrant on October 31, 2011 in Marketing, Sales, Webinars

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Many technology and process automation firms adhere to a rigorous product development process, but few have mastered the art of adapting that process to build customer-centric, high value solutions.  In this webinar, Matt Leary and Nikki Fisher, Senior Principals with  Solutions Insights, Inc.,  will introduce elements unique to successful solutions development from deep research on customer business imperatives, to building mass customizable solutions.   Matt and Nikki will present examples from industry leaders, and provide you with tips and recommendations on how you can adapt your development process to deliver more effective, high value solutions to your customers.

Solutions Insights, Inc. (SI), is a consulting and training company that works with B2B firms interested in providing real solutions to their customers’ problems through better integration of products and enabling services.  SI has worked with leading technology firms in IT, telecom, industrial automation, manufacturing and professional services.

Attendees will learn:

• Understanding the Solutions Development Continuum
• Building systems that ensure that your customers and channel partners are part of the process
• How to adapt the product development process for solutions
• Filling the competency gap between product managers and solutions creators

System Requirements
PC-based attendees
Required: Windows® 7, Vista, XP or 2003 Server

Macintosh®-based attendees
Required: Mac OS® X 10.5 or newer

Space is limited.

Reserve your Webinar seat now at:
https://www3.gotomeeting.com/register/516498182

About the Presenters

Matt Leary, Principal, Solutions Insights
An expert in solutions development, management, and sales, Matt has spent the last 15 years helping leading technology companies improve performance in market strategy and planning, services and solutions development, sales enablement and impact.

Prior to Solutions Insight, Matt was Vice President of Business Development for commercial partnership activities at a Boston-area technology start-up. Previously, he was Director of Member Engagement at ITSMA, where he managed several of ITSMA’s industry segments and developed custom research, consulting, and training programs for a wide variety of leading technology firms. While at ITSMA, Matt led projects in such areas as value proposition for services, customer loyalty, strategic account planning and training, solutions sales training, solutions marketing, and solutions business transformation. Matt also produced a number of thought leadership events, published and spoke on services and solutions issues, and contributed substantially to ITSMA’s ongoing research on marketing and sales for services and solutions.

Nikki Fisher, Principal, Solutions Insights

As a marketing and sales executive at pioneering companies in telecommunications, mobile technology and Internet consulting, Nikki Fisher gained deep, hands-on experience in developing, marketing and delivering successful market-based solutions.

Before joining Solutions Insights in 2011, Fisher was President of The Fisher Group where she specialized in helping B2B companies improve the effectiveness, customer focus and integration of their sales, marketing and service functions. Strategic projects include helping a multinational company develop a detailed strategy and roadmap to transform itself from a product reseller to a services/solutions business; designing and delivering solutions training for all customer-facing employees at an IT services firm; and creating a new solutions-development process for a Fortune 50 telecommunications company.

As a Senior Associate at ITSMA, Nikki has provided solutions consulting to a number of clients including Dimension Data, Avaya, Nortel and Verizon. Nikki was also the principal ITSMA consultant to Xerox Global Services as that company built it’s award-winning ABM program.

Webinar hosted by ISA’s Management Division