The productised offer launched in January. Sales has quoted it twice.

Most productised service offers fail after launch rather than at launch, and the reason is rarely the product itself.

By Steve 5 min read
Abstract bridge artwork for The productised offer launched in January. Sales has quoted it twice.

There is a page for it on the website. A fixed scope, a fixed price, a delivery playbook someone spent a fortnight writing. Six months later, two customers have bought it and everything else went out the door as a bespoke proposal. The usual conclusion is that the market rejected the product. That is occasionally true. It is claimed far more often than it happens. A productised offer that nobody sells is not usually a demand problem. It is a problem of scope definition, quoting mechanics and incentives: three things…

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