To shift a services-oriented company to a product mindset, frame productization as a competitive advantage. Repeatable, productized solutions offer greater market differentiation than purely custom builds, leading to more effective competition and new deal wins. This tangible benefit helps secure buy-in from sales and leadership.

The CRO, not product marketing, is closest to the customer and knows what they will buy. The product roadmap should be a collaborative effort driven by the CRO, who can directly tie feature delivery to ICP expansion and revenue forecasts. This creates accountability and predictable growth.

During a transformation from services to product, identify and commercialize the reusable tools that services teams have already built to support clients. Instead of starting from scratch, productizing these existing "mini-products" aligns them with the broader product strategy, saves development time, and leverages proven solutions.

Don't just collect feedback from all users equally. Identify and listen closely to the few "visionary users" who intuitively grasp what's next. Their detailed feedback can serve as a powerful validation and even a blueprint for your long-term product strategy.

Harvey's Forward Deployed Engineering team isn't just for building custom solutions. It's a strategic product discovery tool. By embedding engineers with large clients who have undefined GenAI needs, Harvey identifies and builds the next set of platform features, effectively using customer problems to pave its future roadmap.

The founders were building a new UI for their own internal software. It was their external marketing firm, not them, who recognized the tool could be packaged and sold as a standalone modernization product, which became their flagship offering.

Products are no longer 'done' upon shipping. They are dynamic systems that continuously evolve based on data inputs and feedback loops. This requires a shift in mindset from building a finished object to nurturing a living, breathing system with its own 'metabolism of data'.

Avoid the trap of building features for a single customer, which grinds products to a halt. When a high-stakes customer makes a specific request, the goal is to reframe and build it in a way that benefits the entire customer base, turning a one-off demand into a strategic win-win.

Enterprises are comfortable buying services. Sell a service engagement first, powered by your technology on the back end, to get your foot in the door. This builds trust and bypasses procurement hurdles associated with new software. Later, you can transition them to a SaaS product model.