General Staff Jobs

Who we are

Atwave is a performance marketing email agency that focuses on new customer acquisition through one media channel – email marketing. Atwave works closely with a wide net of branded clients, helping them to achieve their email marketing goals. Atwave’s team prides themselves of being the absolute best at what they do and extremely innovative in their approach. We are looking for highly motivated individuals who want to help take our business to the next level.

The role

As a senior member of Atwave’s Client Services team, you’ll be responsible for developing client relationships, growing existing accounts and supervising account activities. You’ll use your deep understanding of performance marketing (handling both creative and data) to lead the client and our internal team to build and optimize campaigns for our clients. You’ll manage, mentor and coach a team of Client Managers. Our ideal candidate for this full-time position is authoritative in front of clients, highly self-motivated and confident, and feels comfortable in a seriously fast paced environment.

Goals / remit

• Live and breathe relationships, focusing on our premier clients (over $1m a year) – deepening and strengthening our strategic value to their working day, business and bottom line by driving excellent performance. This will include a hands-on approach to data analysis, ongoing creative improvement, and technology know-how.
• Oversee a team of up to 4 Client Managers and Coordinators, each with their own client portfolio, setting the standard and ensuring that they are driving the very best for each and every client – performance and relationships.
• Be the point of escalation to solve tension points or help troubleshoot issues at any point in the client lifecycle.
• Identify ways to drive organic growth and scale by winning additional investment or projects; do this by understanding the clients’ business and competitive landscape.
• Continuously drive efficiencies and improve work-flow process across the team.
• Be accountable for the team’s growth plans and support in their professional development.
• Track and be accountable for revenue – from projections to billing.
• Support sales pipeline process where needed, especially if you have expertise in a relevant category.

Requirements

• 7+ years experience managing clients in digital advertising, marketing technology or media planning, with clients who can recommend you!
• Demonstrated knowledge of performance marketing and how to deliver campaigns – combining creative and analytical elements. Direct response, customer acquisition and/or email marketing experience preferred.
• Exceptional organization and prioritization abilities, to be able to manage a diverse mix of clients and direct reports.
• Demonstrated ability to track and own client financials.
• Experience supervising and developing junior team members.
• Bachelor’s degree or equivalent experience.
• Presentation building and intermediate(+) excel skills.
• Reporting software, analytics technology or PM tool experience preferred (e.g. Google Analytics, Cake, Impact Radius, Asana, etc.).
• Cultural fit:
• Be passionate about performance marketing – critical to being able to deliver for our clients and learn our organization quickly.
• Must be able to handle fast paced environment and able to juggle priorities.
• Love working with people and part of a team that cares about each other.

We offer

• Unlimited PTO
• Comprehensive health plans
• Industry leading pay packages
• Competitive bonus plans
• 401(K) contributions and profit sharing
• Equinox gym membership
• Snacks and catered lunches
• South beach parking, 365 days a year
• Relaxed dress code
• Ocean front location
• Learning and development
• Exposure and networking
• Opportunities to travel
• Conferences and trade shows
• and more!

Atwave

Director of Marketing Analytics

San Francisco Bay Area

$200-250k base + bonus + equity

Join this leading HealthTech brand in the genomics space who is looking to hire a Director of Marketing Analytics who will be responsible for leading a high performing team that focuses on marketing optimization, predictive analytics and experimentation to improve user acquisition, retention and engagement.

ROLE OVERVIEW – DIRECTOR OF MARKETING ANALYTICS

• Re-imagine how they a) leverage data across all marketing channels, and b) enhance signals to understand customer intent and drive channel and pricing optimization
• Build and own the overall customer journey analytics strategy and drive deep analysis of customer issues, pain points and funnel metrics to enable marketing and product teams to create exceptional digital experiences
• Create customer segmentation and contact strategy by leveraging 1st and 3rd party customer data
• Lead a high performing team to execute against a large portfolio of programs and initiatives
• Own the experimentation roadmap

SKILLS AND EXPERIENCE

• Proven experience leading and inspiring high-performing data teams
• Understanding of advanced analytic techniques
• 10+ years’ experience in customer analytics, experimentation and data science
• Expertise in econometric modeling practices and how to apply models to measure marketing efficiency and optimize spend (Media Mix Modeling)
• Expertise in experimentation and personalization
• Hands on experience building out measurement frameworks to make recommendations for media optimizations
• Experience with attribution platforms
• Familiarity with marketing technology concepts and tools (DMP, CDP, Identity Resolution etc)

Harnham

Customer Relationship Manager, Customer Success, Customer Advocate

Audubon, PA (Hybrid, open to Remote)

SUMMARY:

• I am representing my client, Infinite Blue, who is the leading platform for enterprise resilience, business continuity and disaster recovery planning and response. We are in search of a Customer Advocate to join our expanding team.
• We are relentless in our pursuit of customer satisfaction in helping build, mature, and maintain resilient organizations. As a Customer Relationship Manager, you will serve as serve as the primary relationship owner for assigned accounts and work with the customer on their holistic account needs.
• Specifically, You will onboard new customers and help make their organization’s resilience programs successful over the long role. Your primary focus should be on providing exceptional customer service. This involves being highly attentive to customer needs, possessing excellent communication and support skills, and anticipating their requirements. You will be the voice of the customer and liaison back to Infinite Blue Support and technology teams in escalating/resolving issues, coordinating new project-scoped work, and shepherding projects to completion while ensuring customer satisfaction. Building and maintaining strong relationships is critical to success.
• The primary goal is to drive business growth and retention through high level customer satisfaction.

QUALIFICATIONS:

Required Qualifications

• At least 3 years experience as an Account Manager, Key Account Manager, Sales Account Manager, or relevant role, ideally in B2B SaaS environment
• Proficiency in MS Office (particularly MS Excel)
• Demonstrable ability to communicate, present, negotiate with, and influence key stakeholders at all levels of an organization
• Experience delivering/presenting client-focused solutions to customer needs
• Proven ability to manage multiple complex activities at a time
• Customer-focused and superior follow-up skills
• Effective problem resolution (proactively) and decision-making abilities.
• Excellent time management skills
• Meticulous attention to detail in both communications and data tracking.
• Proficiency in English

Preferred Qualifications

• Exposure to Business Continuity and/or Disaster Recovery
• Possess a diverse range of industry experience, working with accounts of varying complexity and maturity levels.
• Solid experience with CRM software (i.e., HubSpot/Salesforce)
• Proficiency in Smartsheet and/or project management software
• Understanding of relationship databases and data models
• Multi-lingual

COMPANY PERKS

• Generous Base Salary + Bonus
• Generous Vacation Package
• Employee Benefits offered for full time employees and include: Medical/Dental/401K/etc.

Infinite Blue is an Equal Opportunity Employer.

We are an equal opportunity employer, and we are an organization that values diversity. We welcome applications from all qualified candidates, including minorities and persons with disabilities.

req22-01649

Pop-Up Talent

Who We Are

With a legacy spanning 20 years, IPS is the market leader in practice management software for chiropractic, optometry, and therapy practices across the United States. We stay ahead of the pack by constantly innovating, growing, and developing new products and services that serve the health and wellness profession. Our vision – to be the most loved, most essential software and service provider for every practice – is not just words. They reflect who we are as a company, and who we are as people.

Marketing Department Overview

The Marketing department serves as a primary growth engine for all of IPS’ business verticals. We are the fuel that drives customer acquisition, conversion and retention through increasing brand awareness and promoting IPS’ products and services. We are the face and voice that represents IPS and its brands. We care as much about our team as we do about our products. If you are looking for a role in a team that is the voice of IPS and has the mentality of a start-up with the resources of a legacy brand, then the Marketing department is right for you.

Your Career Opportunity

We are seeking an experienced Customer Marketing Manager with experience in a B2B SaaS company. The successful candidate will be an integral part of the Marketing Team and play a critical role in helping to support the growth of the organization through community engagement across our social media platforms that will capture the hearts, minds and loyalty of our prospects and customers.

Your Areas of Accountability

• Social Reputation Management:
• Manage social reputation of IPS’s companies on primary social media platforms and review sites to ensure consistent acquisition of positive customer reviews and social commentary.
• Customer Service:
• Provide exemplary customer service by responding to customer inquiries and comments on social platforms in a timely manner.
• Quickly, and knowledgeably field questions and comments about products and services, answer them appropriately and provide a course of action or solution.
• Respond to potentially negative feedback with poise, grace, and respect.
• Internal Social Liaison:
• Monitor and provide feedback on engagement, conversations, and commentary on social media channels to appropriate internal departments and leadership.
• Maintain solid relationship with Sales, Product and Customer Success Teams to pass along leads and provide product or customer service feedback.
• Coordinate with Product and Customer Service departments to stay current on any issues that may affect customers’ experience.
• Social Community Management
• Build relationships with IPS’ online communities.
• Be able to communicate with prospects and customers at each stage of the buying and customer life cycle.
• Seed community discussions with relevant thought-provoking questions.
• Enforce community guidelines.
• Social Media Management
• Manage Social Media campaigns for various social media platforms to align with marketing strategies.
• Create and share social and product-specific content that generates leads.
• Copywrite, create and adapt written content for specific social media networks for each of IPS’ lines of business – Facebook, LinkedIn, Instagram, Twitter.
• Understand and represent brand voice and appropriate positioning across social platforms.
• Create and use multi-media and visual assets as part of social media strategy, i.e., video.
• Social Analytics
• Monitor, track and report on social media and community metrics.
• Analyze social media data for actionable insights and informed decision-making.
• Maintain & increase followers on specific social media platforms.
• Success measurements and primary KPIs
• Brand Awareness
• Audience Growth Rate
• Engagement Rate
• Conversion Rate
• Cost per Conversion

Competencies for Success:

• Bachelor’s or Master’s degree in writing, English, Journalism, Marketing, Communications, or related discipline.
• 2 to 3 years’ experience in social community or social media management, preferably for a B2B SaaS company.
• Experience managing Facebook, Instagram, LinkedIn, Twitter, and YouTube platforms mandatory.
• Knowledge of Sprout Social or similar social media management tool
• Proficient in Google Analytics.
• Strong writing and verbal communication skills.
• Knowledge of marketing trends and techniques.
• Superb time management skills.

At Integrated Practice Solutions, we carefully consider a wide range of compensation factors to determine our offers of employment. This includes internal and external market factors as well as your individual experience and skills. These considerations can cause compensation to vary but we reasonably expect to pay between $60,150-$82,000 for this position.

Integrated Practice Solutions is an Equal Opportunity Employer that values employees with a broad cross-cultural perspective. We strive to create an inclusive environment, empower employees, and embrace diversity. We encourage everyone to respond. All applicants will receive fair and impartial treatment without regard to race, color, religion, sex, national origin, ancestry, citizenship status, age, legally protected physical or mental disability, protected veteran status, status in the U.S. uniformed services, sexual orientation, gender identity or expression, marital status, genetic information or on any other basis which is protected under applicable federal, state, or local law.

ChiroTouch

Please also apply directly on our Corporate site:

https://careers.globalindustrial.com/job-invite/4261/

Key Responsibilities

• Implement KPI’s, measurement frameworks, which include the design of campaign and global controls for measurement of marketing campaign (including A/B tests) and program effectiveness.

• Identify revenue opportunities and other insights across acquisition, retention, engagement, and loyalty through data mining of large, structured and unstructured datasets.

• Communicate insights, results, and recommendations in a clear and compelling manner to both internal and external clients.

• Develop data usage, governance and augmentation strategies to improve marketing and analytic opportunities.

• Champion best in class approaches for development of marketing campaigns and measurement and overall uses of analytics.

• Collaborate with internal and external stakeholders to develop analytic solutions, which include understanding the business, developing business requirements, and assessing data and analytic needs.

• Build multi-channel (MMM) and multi-touch attribution (MTA) models to optimize overall marketing investment.

• Build, manage and mentor a high performance, multi-skilled team with capabilities to support profitable revenue growth.

• Develop and leverage internal and external resources to gain market intelligence and gain expertise on market areas of interest, with primary focus on key industry sectors and product categories.

• Gather and evaluate relevant market and competitor information to review market position and determine opportunities for growth.

• Collect, access, verify, and organize market trend, competitive intelligence, and sales data.

• Participate in the acquisition, summarizing, cleaning, validation, connection, and analysis of data stored in various systems, databases, and tools.

• Ensures data accuracy, performing, and reporting on periodic audits and data integrity checks.

Competencies And Skills

• Bachelor’s degree in a related field required

• 3-5 years of experience serving as a business, marketing or reporting analytics

• Advanced Excel skills (pivots, tables, and functions)

• Experience in data aggregations and visualization tools (PBI preferred)

• Experience in data management through multiple cloud platforms

• Possesses knowledge and experience with infrastructure and tools required for data collection, management, and transformation

Global Industrial

Corporate Overview

For over 70 years Global Industrial has been an industry leader providing private label and brand name industrial equipment and supplies to businesses throughout North America.

We carry over one million industrial, material handling and business products that are sold through our website, corporate sales people and full color catalogs. We are constantly increasing our product offerings to meet the diverse and changing needs of our customers. Our customers include small to large corporations, institutions, government agencies and consumers across North America.

EEO/AA Statement

Global Industrial provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Global Industrial Company

At Marqo we’re building an open source tensor-based search and analytics engine. We backed by top VCs from around the world. You can check us out on GitHub at https://github.com/marqo-ai/marqo and at marqo.ai

We are looking for an experienced Product Manager who is passionate about building products that customers love. You will join a dynamic and fast-paced environment and work with cross-functional teams to design, build and roll-out products that deliver the company’s vision and strategy.

Responsibilities

• Gain a deep understanding of customer experience, identify and fill product gaps and generate new ideas that grow market share, improve customer experience and drive growth
• Create buy-in for the product vision both internally and with key external partners
• Develop product pricing and positioning strategies
• Translate product strategy into detailed requirements and prototypes
• Scope and prioritize activities based on business and customer impact
• Work closely with engineering teams to deliver with quick time-to-market and optimal resources
• Drive product launches including working with the public relations team, executives, and other product management team members
• Evaluate promotional plans to ensure that they are consistent with product line strategy and that the message is effectively conveyed
• Act as a product evangelist to build awareness and understanding
• Represent the company by visiting customers to solicit feedback on company products and services

Requirements

• MS/BS degree in Computer Science, Engineering or equivalent
• Proven work experience in product management or as an associate product manager
• Proven track record of managing all aspects of a successful product throughout its lifecycle
• Proven ability to develop product and marketing strategies and effectively communicate recommendations to executive management
• Solid technical background with understanding and/or hands-on experience in software development and web technologies
• Strong problem-solving skills and willingness to roll up one’s sleeves to get the job
• Skilled at working effectively with cross-functional teams in a matrix organisation
• Excellent written and verbal communication skills

Mentorship & Career Growth

Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded engineer and enable them to take on more complex tasks in the future.

Marqo

Job Description

You will identify and select suppliers who provide superior value in quality products and/or services that provide the best value to Wabash and our customers. Will build and/or strengthen relationships and lead negotiations with suppliers. Lead the development and management of global category strategies designed to leverage Wabash’s collective purchasing power and optimize supplier performance while meeting technology expectations.

Your Responsibilities

• Develop and manage key supplier partnerships to reduce overall total costs and enhance product and/or service performance
• Negotiate and document commercial arrangements with key suppliers via long-term supply agreements and price agreements
• Identify and develop new/alternate suppliers for key commodities to ensure uninterrupted material flow and/or services into all facilities
• Develop and implement value-added long-term category strategies
• Understand current and future market trends that drive cost changes and communicate across organization for appropriate actions to mitigate risks
• Support new product development efforts by finding and developing materials, suppliers, and/or processes that provide a technological advantage
• Monitor and assess supplier performance
• Collaborate with cross functional team members to achieve cost, performance, and quality targets
• Recognized as the subject matter expert in respective category
• Provide leadership and mentoring to Sourcing Specialist(s) and peers
• Onsite support at supplier locations as necessary
• Drives material cost productivity improvement projects

Leadership Attributes

• Embrace Diversity and Inclusion. Solicit and respect the input of others, celebrate differences and strive for transparency and inclusiveness
• Seek to listen. Actively listen to reach the best solution and make the strongest decisions.
• Always learn. Strive to improve; do not quit or settle for the status quo.
• Be authentic. Demonstrate honesty, incredible energy and grit in everything you do.
• Win together. Collaborate, seek alignment and excel at cross-group communication to success as one team and One Wabash.

Job Requirements

• Must be able to commute to Lafayette, IN twice a month
• Bachelor’s Degree- preferring majors include Supply Chain, Accounting, Finance, Statistics, Engineering, Business, Information Technology or Organizational Leadership
• Master’s Degree is preferred
• 7+ years of experience in supply chain or procurement within a related field
• Strong knowledge of conflict management resolution skills
• Ability to train, coach and develop others in purchasing practices and procedures
• Familiarity with software applications including Microsoft Office, ERP systems e.g. SAP, WebEx, Microsoft Teams and COUPA
• Ability to read blueprints and understand basic engineering documents is a plus
• Working knowledge of contract laws is a plus

Wabash

Job Description

Digital Account Coordinator 

What you’ll be doing

As a Digital Account Coordinator (AC), you will work closely with the internal RNMC team to execute advertising/marketing deliverables, ensuring a coordinated, thoughtful approach across projects and phases. ACs should excel at managing and delivering high quality work in a fast-paced environment, seeing projects through from inception to completion. Organization and ability to manage multiple projects is essential. ACs will support the Account team in order to keep projects on track, aid in presentation materials and reporting, among other support needs. Furthermore, the AC will be responsible for client relations with a dedicated portfolio, evaluating client requests, kicking projects off internally, and ensuring the team has what they need to fulfill their parts of the campaign. This full-time position operates as a hybrid with an in-office component in our Charlotte, NC.

Us

Ravenel New Media Consulting (RNMC) in Charlotte, NC is a full-service digital marketing agency dedicated to cultivating client success through data-driven strategies and compelling creative to expand our clients digital reach. Clients include Atlantic Coast Conference, Hot Wheels Monster Trucks Live, VELUX Skylights, and many more.

You

You have 1-3 years of experience and are an analytical person who enjoys the daily challenges of marketing and digital campaigns in order to meet or exceed client expectations. You understand the basic elements of marketing and campaigns, leverage best practices, and are a collaborative and effective team member. You love working with other teams and clients and owning the success of your assigned accounts. You take pride in your work and enjoy sharing your knowledge and experience with others. You have excellent communication skills and attention to detail are imperative, as you will interact with every internal team member and clients, while touching all projects in some capacity. The ideal candidate will be a team player who seeks to help the agency do our best work for our clients.

Where

Serving a national client base, RNMC is looking for someone in Charlotte, NC.

Key Responsibilities

• Supports Account team through content and asset gathering and organization.
• Aids in moving projects along, creating and maintaining project timelines with key team members
• Provide marketing support as needed in gathering data, generating reports and other client and internal marketing needsResponsible for day-to-day management of clients to lead and execute projects based on strategies and goals.
• Collaborates in a meaningful way with team members.
• Establishes strong professional rapport with clients through collegial team building, delivering high-quality work, managing expectations and adhering to budgets and timelines.
• Supports account projects and actively communicates with client to establish and maintain positive working relationships.
• Writes project briefs for client alignment and internal team guidance, evaluating work, proposals, and presentations based on client challenges and goals.
• Demonstrates knowledge of all aspects of client’s business, anticipating client needs and providing meaningful insight and input throughout project(s) as needed.
• Interprets, prioritizes and incorporates additional and rapidly-changing information into existing strategies, projects and plans.
• Possesses outstanding skills in writing, editing, and proofreading of internal communication materials.
• Develops, tracks and reconciles project budgets.

Benefits

• Competitive salary and bonus opportunities
• Comprehensive medical benefits
• 401(k) with matching after six months
• PTO: 15 days per calendar year
• Holidays: 16 days per calendar year
• Robust culture with strong work/life balance
• Flex Fridays
• Dog-friendly office
• Hybrid remote/in-office 

Ravenel New Media Consulting LLC

Global Product Line Manager – Lake Forest, CA Area

RESPONSIBILITIES:

• Shape and drive the strategic direction of product development to drive revenue through the category. This role is the main stakeholder of the R&D team and a core member of the sales leadership team.
• Shape and lead product line strategy, roadmap development and life cycle management.
• Identify product category adjacencies and related OEM acquisition potential.
• Develop breadth of understanding of related (seal) product applications on active core revenue concentrations as well as top projects. Drive bi-weekly top project review meetings with management.
• This role will build and shape knowledge through active customer engagement with sales leaders and related segment expert teams.
• Develop and Drive product market combinations to bolster business development to drive share growth in target market applications.
• Keep abreast of competitive dynamics in the market.
• Act as the field liaison between the market and the factory. This role is the main stakeholder of the R&D team and early product shaping. This will role will also heavily influence and define (with Eng. VP) internal testing and data collection to support product growth.
• Shape and lead product line strategy, roadmap development and life cycle management.
• Primary steward of product development, shaping and testing support unto your product family.
• Primary dashboard oversite in the forthcoming product development process via stage gate intra-company software program.
• Be exposed to the full seal manufacturing process to better grasp capabilities and limits with the manufacturing operations.
• Represent company with external partners in matters such as patents, trade associations & industry collaboration efforts.
• Identify product adjacencies and related OEM acquisition potential.
• In close concert with the VP Sales and Marketing, build out growth strategy from an in-organic (acquisitional) lens.
• Identify potential acquisition candidates that meet the acquisition profile.
• Be a key part of the acquisition team as we further profile, engage, close and integrate new assets.

BACKGROUND PROFILE:

• Degree in relevant technical or business degree; MBA a plus but not required.
• Demonstrated track record of business development; from market/customer engagement to shape product/solution development to ultimately drive revenue unto a product family.
• Strong technical aptitude, presentation skills and interpersonal soft skills.
• Ability to network and build your personal brand across department level VPs, as this is a highly visible role within the organization.
• Possess an open and analytical mindset; a change agent who is able to challenge the status quo and influence process and practice.
• Ability to travel up to 30% on a global level.
• Proficiency in Microsoft Word, Power Point and Excel including handling of pivot tables.
• Minimum of 7 years demonstrated track record of business development; from market/customer engagement to shaping product/solutions to ultimately drive revenue unto a product family.
• Demonstrated experience and track record in the following areas:
• Driving product and solutions through a global sales team on a B2B level.
• Contract negotiations

Critical Fit Recruiting

Orama have once again been introduced to an early-stage cybersecurity vendor. Series B, raising over $100m in funding from multiple global VCs.

The Tech: Empowering application security and development teams complete visibility and actionable context in order to prevent risks across their modern applications and software supply chains, so they can deliver secure applications to the cloud.

The goal is to build one platform for Dev, Sec & Ops that enables proactive remediation of critical risks in cloud-native applications and accelerates secure software delivery.

Role: Customer Success Manager

Location: North East

Experience needed:

• At least three years of experience in the security field as a Customer Success Manager or Sales Engineer. You are a strong problem solver with the ability to come up with creative and innovative solutions to challenges & customer requirements you have not encountered before.
• Solid oral, written, presentation, collaboration, and interpersonal communication skills make you the right person for this job.
• Relevant experience in the application security domain; SAST/SCA vulnerability prioritization, threat models, security code review, etc.
• Passionate about working in a fast-paced, dynamic startup environment and enjoy collaborating with others and being part of a strong team.
• Focused on customer partnership & success, building long-term strategic relationships and champions at all levels.
• Advantage: Experienced with docker / kubernetes, cloud-native application, and IaC technologies as well as in DevOps, CI/CD technologies, tools, and environments.

What you will be required to do:

• Represent & advocate for the customer while providing internal feedback on how we can improve, translating customer usage and feedback into actionable insights and feature ideas that help shape our solution.
• Manage post-sales activity for customers through strong relationship-building, product knowledge, planning and execution. Their success is our success.
• Ensure that a plan is in place with each customer for deployment, onboarding and expanded use of the Apiiro platform, and align with their success goals.
• Maintain a deep technical understanding of the product and speak with customers about the most relevant features/functionality for their specific business needs.
• Simultaneously work with multiple customers who are at different points in the account lifecycle, each requiring a different approach & strategy to be crafted.
• Identify opportunities to develop new technical content and training materials to ensure successful customer onboarding and usage.

Orama Solutions