The development of complete solutions can combat commoditization, raise average deal size, and engage more senior decision makers.
Unfortunately, solution creation efforts often stall due to internal disagreements about what the solutions are and how much to invest in creating them. B2B vendors have options about how they go to market with solutions and the role they play in a complete solution stack. The following rules are a guide to help you move from mere marketing spiel to the creation of solutions that provide greater value for customers and revenue growth for your company.