Source Superstore [5/7]: Productised outsourcing services
The Source Superstore is now open! To celebrate this opening, we’ve produced this seven-part publication which explores why, and how outsourcing is the most powerful and transformative business tool in existence today. For this fifth part, we examine what exactly are ‘productised services’, and how they can help simply outsourcing.
How and why outsourcing can transform your business
Don’t miss out on this seven-part publication which explores why, and how outsourcing is the most powerful and transformative business tool in existence today.
- Source Superstore [1/7]: Outsourcing’s past and future
- Source Superstore [2/7]: Growth of outsourcing is unstoppable
- Source Superstore [3/7]: You can’t afford not to outsource
- Source Superstore [4/7]: Marketplaces and aggregators
- Source Superstore [5/7]: Productised outsourcing services
- Source Superstore [6/7]: World’s widest range of outsourcing products
- Source Superstore [7/7]: Biggest range, best prices
Making outsourcing simple
Typical outsourcing relationships are complex by nature. It is always more difficult to clearly define and ongoing service that is interwoven into your business Outsourcing is never ‘one thing’…. It is a mish-mash of almost any role, and it is really most easily definable by the company structuring which enables the functions, rather than the function… but this is really a distraction, and irrelevant to the intended productivity
That’s why offering a productised service for outsourcing, alleviates many of these concerns. A productised service, is still an (outsourcing) service, but they are packaged slightly differently.
What are outsourcing productised services?
A productised service takes an ambiguous service offering, and transforms it into a more clearly contained, more concisely defined, and more accurately priced ‘service product’. One blogger defined a productised service as: “A distinct service, for a distinct price, with a distinct beginning and end period”.
I am aware that outsourcing, by its very nature is hard to define, contain and price. But it is this ambiguity which makes it harder to get people to start outsourcing, and this helps no one. Making a productised service of outsourcing, won’t solve complex sales cycle and operational integration issues – but it will make engagement easier, sales cycles shorter, and raise conversion rates.
Once the customer has dipped their toe in, and is having great results with their productised service, the BPO supplier, whilst ‘wowing’ their client, can start the conversation about more standard outsourcing services.
The productised services on offer in the Superstore will be contained to a set limited timeframe or outcome, and are typically intended to be a ‘starter’, or ‘taster’ package. The products should speak more about the ‘output’ (ie results or deliverables) instead of the input (i.e man-hours). The design of a good outsourcing productised service is that they are a finite ‘project’, yet they are ‘sticky’ so that it is almost natural for the engagement to roll into an ongoing contract, if delivery is successful.
Examples of repackaging outsourcing services
- Original: “Seat leasing priced at $750 per month, per desk, plus salary. A required 12 month contract with a three month notice period”
- New productised service: “Get a Virtual Assistant, plus A-Grade outsourcing facilities, for 3 months – only $XXX – BUY NOW”
or
- Original: “Hire two telesales roles ongoing for outbound calls in seat a lease BPO – email to inquire”
- New productised service: “Start a two month telesales campaign today. Fully scripted, with 40 calls per day (900/m) for $XXX – BUY NOW”
A good alternative
Productised outsourcing services aren’t perfect, but it means a more quantifiable, quicker, easier, and convenient way to ‘test the waters’ for the client, and an easier means of getting clients in the door for the BPOs. Surely this is a win-win for everyone involved.
It’s assumed and expected that the productised service would evolve into an ongoing role. The productised services within the Superstore, should certainly be designed with this in mind. Because the BPO has only this one shot to impress the client, the BPO should offer a productised service within categories that they have very high competency, familiarity, and operational volume in. -so there is a layer of economic protection to ensure that the BPO does the best by its new client.
More about productised services
Productised services are in vogue at the moment. You can search Google for many guides which can help you with the subject. Here are some good articles we have found about the topic:
Entrepreneur.com
Explains how to productise your service.
Marketing and Growth Hacking
Why and how to productise your services.
Guide to productised services guide with 50+ examples
Richard Patey Marketing offers comprehensive examples.
Read the full seven-part publication
Don’t miss out on this seven-part publication which explores why, and how outsourcing is the most powerful and transformative business tool in existence today.
- Source Superstore [1/7]: Outsourcing’s past and future
- Source Superstore [2/7]: Growth of outsourcing is unstoppable
- Source Superstore [3/7]: You can’t afford not to outsource
- Source Superstore [4/7]: Marketplaces and aggregators
- Source Superstore [5/7]: Productised outsourcing services
- Source Superstore [6/7]: World’s widest range of outsourcing products
- Source Superstore [7/7]: Biggest range, best prices
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