Your customers care about results because they have a problem they need you to fix. Problems are nothing more than a disruption, and herein lies your opportunity.
On this episode of Moneyball for Marketing, Bob Braham provided me with some very interesting insight into what he calls the “three C’s of solutions marketing”:
Bob Braham is the CMO at SGI, where he leads the marketing execution and product management team as the company expands from High Performance Computing to being the premier platform for Big Data Applications. Bob is recognized in high tech as a strategic marketing leader who specializes in starting something new or fixing something broken. He is an expert in creating effective marketing strategies by identifying key trends and leveraging the strengths of the organizations where he has worked. His teams have a tradition of delivering compelling competitive positioning and messages followed by terrific marketing execution to grow products and companies. Bob is the former VP of Product Marketing & Integrated Marketing at Brocade, and the former Division CMO & VP of Marketing at EMC. He holds a degree in electrical engineering from Duke University.