Global Services to Products - A sustainable switch

Many global software services companies reach the crossroads where they feel the need to use their domain knowledge to create products, which can effectively differentiate them. The success of such a transformation is dependent on much more that the technology. It is about navigating existing organizational structure, market relationships, and mindsets.

In this project, the ask from a global software services organization, was to lead the foray into products in the middle east and southeast Asian markets. The task involved crafting a novel product strategy around taking intelligent data products to market, followed by execution. The biggest challenge in this process included the integration with existing business development and channel partners, many of whom were themselves product companies. Converting the perception of the incumbent sales organization and channel partners to see this initiative as complimentary to their efforts as opposed to a threat was the biggest challenge. Our single biggest contribution for sustained success of the product initiative lay in ensuring that the end customers perceived great value in the products. This automatically entailed that the product was crafted in a way that it could symbiotically exist along with the services of the organization and products of the channel partners. And once we won the customer perception, it automatically helped the ecosystem to look a this initiative favorably and locked in their support in eventually making the initiative a success.