Offerings

Describing offerings may seem like a contradiction to one point around our differentiation, but it is not, as you will see. We don’t want to invest a lot of time into creating offerings, if there is no clear demand from customers. Besides developing an offering from the capabilities needed for a customer opportunity, we also pursue offering ideas from team members and partners through a rigorous evaluation process. This gives everyone at INOVIA and our partners the opportunity to shape our offerings and capabilities. We use a funnel approach to offering development from an idea.

Idea
A team member (internal or external) has an idea for a new offering.He has to fill out an Idea One Pager that is evaluated by the Customer Innovation Champion, who either kills the idea, or gives the green light to continue.

Discover
The team member then needs to get out of the building, taking to existing customers, target customers, partners and people in relevant ecosystems to see if any proof for demand can be found. This indicative demand is documented and the Demand Proof evaluation done by the Customer Success Champion.

Draft
The team member together with the Customer Success and Customer Innovation Champion creates an Offering One Pager.

Feedback
The Customer Success Champion takes the draft offering to 2-3 (target) customers for feedback. The feedback is documented in the Feedback Report. The offering one pager and feedback report is then evaluated by senior management. An Offerings Owner is assigned.

Define
The Offerings Owner then creates a sales deck and determines the pricing in alignment with the Customer Success Champion.

GTM (Go To Market)
The Offerings Owner creates a GTM Plan and executes it. The outcome are one or more opportunities that are documented in the Opportunities Pipeline.

Delivery
During the delivery of the first project, the Delivery Method and Tools will be defined and determined. This is specific to the requirements of the client, so it needs to be abstracted after the engagement, for reuse with other clients.

Once we have created an offering for a customer, we check if it can be potentially reused for another opportunity. If yes, we create an abstracted version and then customized if for other clients.