I was having a chat with the very clever Alan Rae today and he came out with that statement.
Clients only want 50% of what you sell and they will tell you what other stuff they want to go around it. Your other 50% is of no interest, Bye
I think Alan is being optimistic. I think the market only wants 20% of what you offer. Think about any piece of software you use, I bet that you only use up to 20%, the rest is of little value to you.
So the question is do you give people an 80% discount or maybe offer on your products and services in bundles or even unbundled?
Here’s a suggestion why not ask the market before one of your competitors does?