How to equip consultants to sell a productized offering
To equip consultants to sell a productized offering, firms must shift from a services-selling motion that relies on asking a customer what they want to a...
How to validate a new offering with voice of customer research
To validate a new offering beyond your first client, use voice of customer research to determine whether the same urgent and expensive problem exists across a...
What are clients still willing to pay for (when they think AI can do everything)?
Clients still hire services firms for four reasons: capacity or speed, skills they lack, third-party independence, and cross-company perspective. AI has changed how...
What is a product? A definition for B2B services firms
A product is a scalable offering that solves a specific problem customers are willing to pay for on a repeated basis. It has a name, a defined feature set, and a fixed...
How to build productized services with the Productize Pathway®
Efficiency gains from AI have made delivery faster, which makes the economics of custom project work less feasible. Productizing services is the practice of turning...
How to protect revenue as AI shrinks the billable hour
AI is making many service offerings more efficient to deliver, and clients are beginning to ask firms to pass along those savings. To protect their revenue, firms...
Optimizing Organizational Design and Operating Models for Product-Led Services Firms
A Vecteris white paper for leaders who have proven that productized solutions work and are ready to build the structure to scale them.
How to Transition to Value-Based Pricing for Professional Services
Productized service pricing is a model that shifts professional services from hourly billing to fixed or tiered fees based on delivered value. Artificial Intelligence (AI) accelerates delivery, making traditional time-and-materials (T&M) models inefficient as they penalize providers for increased productivity. Adopting value-based pricing tiers allows B2B professional services firms to protect margins and align revenue with client outcomes rather than labor hours. Learning how to transition from hourly billing to value-based pricing is essential for firms looking to remain competitive in an AI-driven market.
8 Common AI Mistakes in B2B Professional Services
Series: Part 2 of “From AI to ROI in B2B Professional Services.”
Maximizing Professional Services ROI Through AI-Enabled Productization and Understanding How Professional Services Firms Achieve AI ROI
The prize is huge. Why most firms are missing out, and why we’re not surprised.
