Selling an ingredient product as a solution?

Sometimes products are developed that are thought to be standalone solutions, but are really “ingredient products”.  Ingredient products, when included in something else, add much more value.  Think of an ingredient product like a sweetener.

An example of an ingredient product that is sold as a standalone solution today are GPS fleet tracking products.  These products can do some very interesting things on their own (they taste sweet), but when added with other products they can create very powerful and compelling business solutions.  They can radically affect how customer service is delivered by adding location awareness in field service dispatch applications, and allow real-time tracking of customer shipments as an example.

Is your product an “ingredient product”?  You could be selling a lot more if you positioned it as a sweetener rather than a dessert.

David Daniels

David Daniels


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