Selling services used to be about scoping need and estimating what it would take to achieve the target outcome. While the methodology of the service (implementation, training, consulting, etc.) might be the same, every customer's SOW and price would vary.
Today the trend is full on productized services that's priced as-a-service. Services are marketed and sold like a product - set SOW or target outcomes with recurring predefined fees billed monthly.
We rock at selling the former and the team is struggling with selling productized services - because the uniqueness of each customer's situation hasn't changed. I'd appreciate everyone's input (and questions) on how you've transitioned to selling productized services and the best practices you're using.
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