Speaker: Hector Medina, Product Manager, Scale Strategic Solutions
What was the main challenge you needed to overcome with Vecteris?
Hector Medina: The main challenge that we needed to overcome with Vecteris was learning how to productize. We don't have a history of making products. We have a history of doing a lot of services and maybe our product will be a specific report for one specific client. And so turning that around and understanding our customer more and doing more research with our customer, instead of doing research for our customer has been very, very insightful and that was the main challenge was understanding how do we take services that we've done and turn them into products. And that has been a great change for us personally, for me, it's helped me grow in a more strategic mindset and really working B2B and not doing research B2C has been a change. And that has also been a challenge in terms of research methodology, recruiting, and that has pushed us all into different mindsets a lot more strategic, a lot more long term, and not necessarily how do we build this specific report for this specific client, but understanding what, how are we addressing this client's needs and how do we make that into a product that will sell itself and that has been very cool.
Could you describe how the Vecteris Productize Pathway® helped your business, including any metrics that come to mind?
Hector Medina: Vecteris has helped our business in showing us and helping us and guiding us with this structure on how to create products from services. It's something that we've never done before. And it's pushing us to think in new and bigger ways. We're thinking of how do we create more revenue, how do we meet these customers needs so that they continue to purchase from us. And that has been one of the biggest changes that has come about from Vecteris and one of the things that has helped us the most, and to get used to this new mindset of productization and not creating personalized services.
What has been the most significant impact of working with Vecteris?
Hector Medina: Yeah, I'd say the biggest impact of working with Vecteris, which I've said a few times has been that change of mindset into productization and not focusing on personalized services, personalized reports. As I've mentioned, doing research with our customers, understanding our customers more and not doing research for our customers. And this has helped us to think in a very, very long term strategic mindset. Whereas previously, I'd say we were waiting more for the next client, et cetera, et cetera and thinking about, you know, these short term reports, research, what project that we have to do. But now we're thinking, how do we understand our customers needs to create products that will help them over a long period of time and how do we make this revenue recurring over a long period of time right? And that has been a mindset that has changed us because we're not so focused on just creating deliverables for specific clients. We are thinking about how do we make a product that will address multiple clients? And that has been very impactful for us because we're a small consulting firm, very kind of rooted in what we've always done and changing that has been very important in, in pushing us to think long-term strategic and not necessarily just tactic, how do we get this done? But it's more, how do we understand our customers' needs and adapt ourselves to create products to meet those needs and how do we make those customers, recurring customers? And that has just been phenomenal.
