Published: 17 April 2023
Solution packaging consists of foundational elements: solution design (often based on purchasability and user experience) and market positioning. AI product leaders selling to CSPs can utilize this research to explore ways to package their AI solutions for better sales enablement.
Many AI product leaders create their solution packaging to target a trend which often leads to failure in targeting the buying scenarios of the communications service provider (CSP) customers.
The popular approaches of solution packaging include consultative, use case, platform and multilevel. However, AI vendors targeting CSPs have lately increased their focus on the platform-based approach.
There has been a shift in buyer demand from use-case-based approach toward platform-based approach to avoid vendor lock-ins, and get increased independence and openness.
Product leaders at AI vendors targeting CSPs should:
Align their solution packaging to the buying scenarios of the customers by doing
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