It’s important at this point to note that some of these approaches are reasonable ideas and are not necessarily bad for the customer. Clearly, there are situations where bundling products and services or adapting offerings for vertical requirements helps to address certain customers’ problems. Tailoring products and services for specific constituencies
or functions can be valuable as well. However, none of these approaches by necessity provides a solution for customers, nor do they necessarily have a material impact on a company’s sales capabilities.