The Packaging Workshop

THE PACKAGING WORKSHOP is an all-day workshop that has helped many companies to crack the code of packaging products and services and can help you move forward with your plans to publish packages and prices on your website.

More about Packaging Workshop

A lot of what the Packaging Workshop teaches is easier said than done! That is why this workshop takes seriously all the existing experience in your organization and works with this in mind when we test it against “best practice” for your industry and the experience of more than 200 other companies in Scandinavia that have completed one of our workshops. Prior to the conclusion of the workshop, you will for sure be tired but be able to agree on a specific package, price and service you can publish on your web-page the following day!

KOGGER_packaging workshop

Why

It is difficult to package products and services in a way that ensures that both customers and employees can understand prices, content and delivery. As often the case, the complexity of your deliveries and the various needs of your customers, makes it difficult to standardize and simplify delivery.

How

The Packaging Workshop gets to the core of how you can use easy methods for packaging, based on the digital customer journey. You can be price competitive and at the same time ensure that pre-defined packages are a base for added sales for other products and services in order to increase turnover and profit.

Who

The packaging of products and services and the delivery of these, will involve your whole organization. Leadership, sales, marketing, delivery, product management and support are all have valuable expertise that is vital for succeeding in packaging. We recommend therefore that as many as possible in your organization that are either interested in or decision makers in these areas, attend the Packaging Workshop.

Where

The Packaging Workshop has a very specific and “personal” form that works best by being held at your company. This to ensure that all questions, answers and discussions can be executed internally without taking into consideration outsiders.

Preparation

Prior to the workshop we will choose a few participants and they will be asked to give a 3-minute presentation during the workshop. In advance, they will be informed about the methods they should use so they can show how they think these should be implemented. Who is chosen and what themes, will be discussed during the Skype meeting prior to the workshop.

When

The Packaging Workshop starts with a 30-minute Skype introduction, a few days prior to the workshop. The attendants here are KOGGER and the ones at your company coordinating the workshop. This introduction ensures that expectations, content and goals are synchronized. The workshop itself usually starts at 9am and lasts until 3pm. Generally, there is no necessity for the participants to prepare except for bringing with them what they need for taking notes and gathering information. The meeting room needs to have available a projector or screen and internet access. We also appreciate you arranging a mutual lunch for all participants.

Next Step

Some, for example sales, market, leadership, etc., have asked for a more one to one follow- up after this workshop in order to work on specific qualities or techniques. This can be agreed upon separately in each case and can be booked by hour or as an adapted all-day workshop.v

Feeling

The Packaging Workshop will give you a great feeling when you learn how your competence, ideas and energy can result in an increased focus and understanding of how important the demands of the digital customer journey are – prices and packages online!

Price

From NOK 28000,- ( eg VAT and travel costs)

Frequently Asked Questions

What is meant by the words packaging of products and services?

The word packaging can have various definitions but when talking about selling cloud services, packaging is defined as a product or service that is sold at a price per user, per month or without implementation costs and without a binding contract.

Why should we package our products and services?

The digital customer journey has resulted in new demands as to how we can communicate our products and services on, for example, our webpages.  Packaging helps to identify a product and present it in such a way that the customer understands both the content and the price.

Doesn’t packaging just lead to further competition as to pricing?

Packaging will lead to competition as to pricing but experience shows that packaging contributes to identifying which other products and services that the customer usually wishes to add on to their purchase. Packaging helps the customer to understand what their true need is and help IT-partners to understand what should be sold in addition to the packaged solutions. Up-sell and cross-sell is a factor of success that starts with packaging.

Isn’t expertise and delivery quality more important than packaging and pricing?

Both are equally important but the timing for them is different during the customer digital journey. The digital customer journey starts with the customer understanding which product and packages they want to buy and expecting to find their price. The complete delivery is originally identified when we are in a dialog with the customer -not during the digital phase. So, in order to reach a customer with our message, we need to have competitive packages and pricing.  But to increase the customer’s consumption and purchasing, we need to talk to the customer, have a dialog, and this occurs at a later point during the digital customer journey.

Do all customers look for prices when searching for products and services?

Yes, they do.  Research proves that the purchase pattern we have personally when we visit a website to buy something, affects how we behave when purchasing something for our company. B2B and B2C resemble each other.  Customers that search for trustworthy advisors are frustrated if they don’t find pricing on the website.

Is packaging really that important, when most of our revenue is from our existing customers?

Yes, and that is exactly why packaging is so important.  If we are to keep up with the growth, we se in the IT-industry, at the companies that focus on or have a clear strategy when selling cloud services, we are dependent on regularly recruiting new customers to our subscription services or recruiting so called “cold customers”.

How can we differentiate ourselves when most of our competitors have the same packages on their websites?

Packaging initiates an internal engagement that in turn helps in defining what makes a supplier or partner good at what they do. Fundamenting your own value on establishing and creating packages and then identifying special expertise when it comes to up-sell and cross-sell, increases the ability to differentiate your company. So simply said, packaging increases differentiation.

What does it mean to have transparent pricing, content and delivery?

In this context, the concept of being transparent means that it is easy for our customers to identify what the product or service contains and how the price reflects this.

Can we get help to create specific packages?

Yes! A part of The Packaging Workshop is devoted to walking you through how to establish, structure and complete a specific package.

Do you have examples of companies that have succeeded in packaging after completing The Packaging Workshop

Yes, we have many examples and we are more than willing to share this information with you if you would like to contact these companies yourselves or visit their websites for inspiration.

What are some of the typical follow-up points after completing this program?

After completing The Packaging Workshop, it is usual that our customers continue to work on creating specific packages.  Normally packages for up-sale and cross-sale are also created.  For example, for support, operations and other types of services that can be packaged. In addition, there is often a need for establishing chat and sometimes doing architectural or structural alterations on the website.