Part III · Tasks 31–45 of 75
Build the Product Wedge
Can software deliver a valuable part of the outcome independently of a bespoke project?
The transition
The third part identifies the smallest part of the repeated outcome that software can deliver independently. It covers product position, pricing, the core value path, design partners, pilot terms, onboarding, telemetry, support, and separate economics.
The central question
Can software deliver a valuable part of the outcome independently of a bespoke project?
What not to scale yet
Do not mistake design participation for product demand. The closing evidence gate asks whether customers will pay for the product itself.
Proof required at the gate
The decision needs paid conversion, observable product value, supportable onboarding and support, appropriate permissions and terms, and product economics reported separately from service work.
Find the Work Software Should Take Over
Tracker task: Identify which delivery steps can be automated, templatized, or made self-serve.
Map the repeated workflow and identify what can be automated, templatized, guided, or made self-serve.
Define the Smallest Product That Produces the Outcome
Tracker task: Prioritize MVP features tied to the repeated customer outcome.
Prioritize only the capabilities directly connected to the repeated customer result.
Give the Product Its Own Position
Tracker task: Define product positioning separate from consulting.
Explain the product independently of the service wrapper that originally revealed the problem.
Choose a Product Pricing Model
Tracker task: Decide initial product pricing and packaging.
Decide how licenses, seats, usage, implementation, access, or hybrid pricing should reflect value and cost.
Build the Core Value Path
Tracker task: Build a demo, prototype, or MVP that shows the core value path.
Create a demo, prototype, or minimum viable product that makes the central outcome visible.
Recruit Design Partners from Earned Trust
Tracker task: Recruit design partners from best-fit consulting/productized-service customers.
Use the strongest existing relationships to test the product with customers who understand the problem.
Put Pilot, Data, and Product Terms in Place
Tracker task: Create pilot terms, data permissions, and product terms.
Define permissions, obligations, ownership, risk, and commercial boundaries before pilots begin.
Make the Product Demonstrable
Tracker task: Build product demo script and sales collateral.
Create a reliable demo narrative, collateral, frequently asked questions, and objection handling.
Design Product Onboarding
Tracker task: Create the product onboarding workflow.
Build the activation, education, support, and escalation path that accompanies the product.
Instrument Usage and Value
Tracker task: Instrument product usage and customer value telemetry.
Measure the events that show whether customers reached the intended outcome.
Sell the Pilot and Learn from the Buyer
Tracker task: Run pilot sales and collect conversion evidence.
Use pilot sales to learn about the buyer, budget, objections, implementation burden, and decision process.
Convert Learning into Paid Product Customers
Tracker task: Convert pilots to paid product customers.
Test whether customers will pay for the product rather than only participating in a design exercise.
Build Support That Does Not Recreate Consulting
Tracker task: Build a product support knowledge base.
Create documentation, troubleshooting, escalation, and support boundaries that protect product leverage.
Separate Product Economics from Service Economics
Tracker task: Separate product revenue and pipeline reporting from services reporting.
Make product revenue, pipeline, costs, and performance visible independently of service revenue.
Gate Three: Can the Product Be Bought Without a Bespoke Project?
Tracker task: Run the Stage 3 gate review.
Decide whether the product has independent commercial value and a supportable operating model.