Homework: Team discussion - what can we do to move from a product to a solution?

Customers want to "hire" a product to do a job, or, as Harvard Business School marketing professor Theodore Levitt put it, "People don't want to buy a quarter-inch drill. They want a quarter-inch hole!"

Yet we all struggle with focusing on the "drill" rather than the "hole" -- or the job to be done -- when it comes to our SaaS products.

A few examples:

  • Is Slack a chat app? Or is it "Where work happens"? Isn't it really a way to finally have your entire company communicating in real-time about the things that matter most?
  • Is Salesforce a record for your customer data? Or is it the solution you use to better interact with every prospect and customer you have?
  • Is SaaStr Pro an online course? Or is it a way to train a cross-functional team on best practices that have the potential to impact every area of your business? 😃

With that in mind, we think you should take a minute to define what solution your product offers to your clients.


What's one thing you could do today in your role to move from product-first to solution-first positioning and tactics? How could you speak about your product differently? How could your slide decks change?

Enter your ideas in the comments section below.

**Pro tip: we've noticed the companies who get the most out of SaaStr Pro end up creating 15-minute weekly "SaaStr Pro Standup" discussions where you can talk about this week's content. Give it a try!**

Complete and Continue