VERTICAL SOLUTIONS MARKETING: ENSURING A SUCCESSFUL TRANSITION by
David Large
and Terry Conrod
Vertical Solutions Marketing is an appealing option for growth, especially in an era in which organization have already been pared to the bone. But managing the evolving tension between the company's old and new business structures and sharing and transferring resources among the solutions units must be done carefully if the move to VSR is to succeed. These authors suggest 11 best practices.
