Marketing new bits and bytes

What is the best approach or message for marketing technical services and solutions? We have used case studies and everything that prove the numbers in the ROI, but these approaches just don’t seem to be enough to break the mental barrier and engage customers in solutions and/or projects—even in circumstances when these solutions provide more benefits, in the long and short term, financially and otherwise, than other solutions offered at present. We’re working with open-source in knowledge management and information management to Small-Medium Businesses (SMB). When in an uphill battle with the technology adoption cycle, how do you convince prospects of the value of hi-tech solutions?

—Glenn, consultant