Insights on How to Productize Services and Solution Offerings
A collection of news, insights, and best practices for productizing services, conducting market research, developing new products, and commercializing offerings.
In today's fast-paced sales environment, equipping your team with the right tools is crucial for success. For organizations with lots of products, one such tool that can significantly enhance the effectiveness of your sales process is a decision tree.
As you embark on your productization journey, you're likely to encounter some familiar roadblocks – first, the need to quickly demonstrate value, and second, overcoming internal resistance to change. But here’s the good news: the secret weapon to generating ‘quick wins’ to overcoming these challenges lies in a focused approach to learning.
We often hear from customers starting on their productization journey:
“Can we productize without a significant investment in technology?”
The short answer is yes, absolutely. Do not make building a technology solution a blocker to starting your productization journey.
“There was this assumption that we could just hand the new product over to the sales team and they will sell it because ‘it's new, it'll be exciting!’ That's not the way it worked.
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.
For B2B services organizations that are innovating, effective voice of customer research (VoC) is critical to de-risk the up-front investment in new product development.
Talking to customers is essential for successful product innovation.
Innovation. Productization. Tech-Enablement. Digitization. AI.
The CEO of a global HR advisory firm recently told me,
“It is the wild, wild west right now. But I know, with certainty, AI will be a revolutionary change, not an evolutionary change, for professional services firms. This will be a huge change management challenge as we rethink almost everything - how we create value, who we hire, how we make money - really, everything.”
