Comments
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I would say "yes and no" to this one. Here's how I see it play out most often. The existing/traditional services don't have to change. Rather, it becomes clearer what role/function they actually play and provide for the company and its customers. Often, the traditional services are more about "product troubleshooting" or…
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Great question. I'd pick these three as the most recurring competency gaps I see when working with companies on the transition to creating and delivering outcome based offers: Outcome-based offer design and management - creating and managing outcome-based offers is different "sport" and they new skills and competencies…
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Very good points, @MWilliams (and apologies on the delayed response, the log in wasn't working for me for quite some time, but all fixed now!). I am in full agreement with you, most companies (to be fair, it's the leadership in the company, most often the management level) default to that which they know and are…
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Great poll! I'm going to abstain from voting since we work with many organizations. I am curious that at the time I looked at current results, it's 100% "Ways to increase revenue." That's not what I expected. I often see organizations look to cut costs, so surprised there are no votes for that, yet. Regardless, I've always…
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@DougCaviness, here are a few examples, abstracted from some real world use cases. I hope they serve as useful illustrations, covering a few different contexts and industries. Company ABC develops an eCommerce software, providing traditional functionality (e.g. store front, content management, pricing, personalization,…
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That's exactly right, @JasonSeals, you can show the whole is greater than the sum of parts. Additionally, I recommend leveraging and embracing line-by-line comparisons when bringing an outcome-based offer to market. Traditional offers will have traditional lines, allowing for - at best - incremental differentiation.…
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Great topic. Two things to add that are hinted at in the previous responses but I think are worth making more explicit: 1) Define a clear and compelling customer journey that is measurable and manageable and enable the partners to deliver against that journey. 2) Establish clear and enforceable service and performance…
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I agree the answer is both + it depends, but also, in my experience, I see more success with creating a separate program and building from the ground up vs. transforming an existing program. Pros and cons to each approach, but generally speaking, having the dedicated focus, clear goals, freedom to operate, and decision…
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Hi Jason - in my experience creating outcome-based services, I would say "absolutely, yes, it will give you more pricing power and, yes, you must be transparent about the details of the offer." There is of course a lot to unpack here. "Pricing power" could mean anything from protecting a current premium price, slowing the…
