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TMC Vocabulary


Compiled by Chris Halliwell, TMC Director

Whole Product

Whole Product is a term denoting a complete solution offering, one that includes core technology, thought of as the "product", and all of the accompanying services, relationships and complementary products necessary to completely solve an important customer problem. The objective of offering a Whole Product is to make the technology easier to buy thus expediting sales, easier to use and maintain thus reducing support costs, and easier to differentiate thus fending off potential competition and supporting price.


Word-of-Mouth includes spoken (and unspoken but visible) means of communication among members of a Community, and between Adjacent Market communities. Word-of-mouth is the most powerful form of market communication because it involves a reference source that confers credibility on information, thereby making it more persuasive in creating both positive and negative perception. The credibility of this phenomenon is invaluable to marketing and sales efforts aimed at establishing solution Differentiation and favorable Positioning in the minds of target customers.