AIIM does a lot of excellent research that helps you identify the potential for selling solutions and services, but also establish a business case for change. AIIM has found that 40% of ECM sales is for replacing paper, 20% is for replacing digital landfills, and 40% is for replacing legacy ECM. Below are some of their worst research findings (or good if you sell scanning and content services...)
We are seeing a massive change in how organizations identify, procure, and implement Information Management solutions and services. AIIM published earlier this year a research report identifying marketing and sales strategies from top vs poor performing solution and services providers.
We have developed together with the association AIIM a Solution Sales Accelerator to improve your demand generation and solution sales. The Solution Sales Accelerator is a short consulting engagement based on research from their 193,000 community members and 250+ solution providers.