MTOTW #32: You’ve successfully launched a range of products and expanded into new markets, and you’ve decided your next step is offering custom solutions. But there are a few things you should consider up front.
- Custom products can have a longer, more complex sales cycle compared to standard products. Before diving in, adjust the sales process accordingly, and make sure your salespeople have the skills they need to succeed.
- Take time to reevaluate your customer personas, and identify the right customer for these custom offerings.
- Take a fresh look at your branding. Your website, tagline, and tradeshow booth have gained you recognition for your product. Some updates might be required to reflect your new capabilities.
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