Insights on How to Productize Services and Solution Offerings

Because productization can require significant investment, market sizing is often an important first step in testing the viability of an opportunity because business leaders need confidence that the investments have a good chance of paying off. Too often, B2B organizations rely on top-down market sizing to drive investment decisions. There seems to be an all-too-common practice of showing an opportunity is viable by arguing that you just need to capture a small percentage market share of a huge market segment in order to have a booming business. But this common top-down approach ends up misleading organizations into poor decisions because the models are designed mainly for direct-to-consumer businesses to make assumptions about vast markets. And these types of results provide no answer about near-term potential revenue.

In 2023, we saw an accelerated shift of market trends that affirms the need for B2B professional services firms to form a digital strategy to compete.

Talking to customers is essential for successful product innovation. 

“The report of my death was an exaggeration” - 4 lessons from Airbnb’s restructuring of Product Management

Transforming B2B Services with Cutting-Edge AI: Exploring the Opportunities, and Risks, of Generative AI 

Anyone who has been on a Zoom call with me could easily guess that I’m a big soccer fan by observing the dozens of soccer scarves from around the world that hang on my wall. As someone rooting for the success of US Soccer players, April and May can be very stressful times when the fate (both pride and financial fortunes) of clubs and players hangs in the balance based on the performance of the last few games of the European season (e.g. will Leeds United and their 3 American players avoid relegation?). If these final weeks of the season are stressful for fans, they are orders of magnitude more stressful for the players and coaches.

This past year I turned 40, and my wife and I welcomed our second child. With these significant life milestones, I started to think about where I wanted to take my career next. One of the guiding principles I used was the Japanese concept of ikigai.