Method #2: Productized service
A productized service is a hybrid of a product and a service. You sell it like a product, with a fixed price. And you fulfill it as a service, with a very clear scope.
The boundaries of the scope are important here, as you don’t want scope creep. This means setting clear expectations of what is, and what is not, included in this service. If the client wants more, great, but that’s an add-on.
Your time spent completing the productized service may fluctuate slightly from client to client, but over the long term, your involvement will be reduced. This is because you will naturally find ways to be more efficient. You will also develop processes and find more optimal ways of communicating.
Example of productized services are:
- A feasibility study, such as, is CPQ the right fit and why
- An assessment or audit, such as a technical debt audit or code review
- A simple road-mapping exercise, to build a strategic timeline
- A Salesforce “quick start” service, to get a new client up and running quickly
You can post this productized service on your website with a known price, so the sales process is simple. Clients either buy or they don’t. Start with a reasonable price and after a handful of sales, increase the price.
Note: A productized service is probably the easiest way a Salesforce agency can start implementing fixed prices.
The takeaway
There are some consultants that only do productized services, because it keeps the sales cycle simple, the outcomes are clear, and the prices can easily be increased after several purchases.