Point Products vs Solutions–Why you should be looking at total wallet?

Point Products Vs Solutions

Watch this video for  3 ways to transform your business strategy to increase wallet share.

Companies that have a portfolio of products, often forget their true power of the portfolio.  Today people don’t have time or energy to work with multiple companies to serve all their needs.  It takes resources to do that and lean in the name of the game.  The companies that have seamless integrated products that work–“work” being the keyword–are far more attractive for businesses of every size.


Here is a little vocab lesson to make sure we are all on the same page:

  1. Point Product – one single product that serves one need
  2. Solution Selling – bring all the products together to solve the bigger problem under one umbrella
  3. Wallet/Wallet Share – total amount a business has to spend on a project, think IT spending, think marketing budget, etc

What are your thoughts? What are the challenges to change the mindset for point product to solution  selling and marketing?

About the author

Melissa Kennedy

I am an innovative, practical problem-solver with an MBA. Pioneered one of the first social media strategic plans for a Fortune 100 company, including monthly online TV program viewed by 120,000 customers. Created a scalable channel marketing service model and established a new customer communication channel through partner web syndication. Developed marketing plan for start-up technology firm. Launched first comprehensive marketing campaign for major science and technology university's $1 Billion fund-raising effort. Award-winning performance for 15 years across functions, industries and organizations.

My passion for results goes beyond professional pursuits. I am a global facilitator and co-organizer of Startup Weekends and serve as an advocate and volunteer for many local charities including Food Bank of Central/Eastern NC, North Carolina International Affairs Council and Connected Women of North Carolina. Plus, I have served as the President for the Triangle Interactive Marketing Association,

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