Symptom: The organization does not proactively help clients identify strategic applications of its products.
You cannot expect your clients to know your products and their strategic applications. Organizations must be proactive in helping clients think about their strategies and identify high-payoff uses of its products.
If this is not occurring with quality and reliability, the (internal) Sales (i.e., client liaison) function is not working properly. In this case, the organization may be doing a great job of offering good products, but will lack a focus on the clients' business benefits.
Another (more generic) way to state the problem is as follows:
