Solution companies put together disparate elements. They may not be all their own products or content, but they integrate them in a way that adds value to the end customer. In the end, if they deliver value in the eye of the customer, they have a winner. |
You have organizations where you have products or groups of products that are commoditized and undifferentiated. They say they're solutions providers. Really they're people bundling their products together, |
You have to understand customers' needs before they understand your technologies. |