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.
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The Vecteris team is excited to announce the launch of the Productize Pathway® Solution, our new offering that is designed to power your success in productization transformation and growth.
Sarah, a Senior Partner at a leading HR consulting firm, called me for some advice. Her team was struggling to bring productized services fully to market. As we talked through her situation, it became clear that they had lots of great ideas but weren’t prioritizing and, therefore, trying to tackle too many things at once. With that divided attention, her team wasn’t seeing ideas all the way through to successfully launch. They had confused internal activity with client-facing impact, and the lack of a structured, cross-functional review meant they had invested significant time and partner resources into ideas that didn't generate immediate, measurable value for the firm or their customers.
If this scenario sounds familiar, your organization is likely facing the same challenge. You need a critical pause point — a Quarterly Product Review.
A few years ago, I read the book Designing Your Life by Bill Burnett and Dave Evans. The book describes how to use design thinking innovation practices to help people proactively explore and change their lives to make them more meaningful. More fulfilling. More joyful.
