This IDC Insight examines the key challenges behind solutions and solution selling for IT vendor organizations based on interviews, surveys, and related submissions provided by sales and marketing executives at some of the leading firms in the IT industry. We explore the issues in selling solutions and highlight a few of the metrics used to measure success.

Please refer to the companion piece entitled Solution Sales Metrics for Improving Sales Productivity (IDC #201068, April 2006) for a more comprehensive discussion of sales metrics.