Name and package offers

Who this is for

Founder led lower-middle market companies with 5 to 50 million in annual revenue that want faster buying decisions.

The quick answer

Use simple names and clear tiers. Show what is included, the expected result, and the starting price. Remove friction with a short statement of work template.

The method in seven steps

Choose names that say what it is
Avoid internal names. Use words buyers use.
Create clear tiers
Good, Better, Best with visible differences and service levels.
List inclusions and limits
What is included and where it stops. Limits help reps hold the line.
State expected results
Time to value or outcome ranges so buyers know what to expect.
Publish starting prices
Anchor value and set expectations.
Standardise the statement of work
Two page template with scope, timeline, and assumptions.
Package add ons
Offer a small number of extras that are easy to understand.

Example

A services firm renamed offers with buyer language and added tiers with starting prices. Deals moved faster and discount pressure dropped.

Pitfalls and fixes

Clever names that confuse buyers. Use clear names.
Hidden limits. State them up front.
Custom statements of work each time. Use a template.

Checklist

Clear names and tiers
Inclusions and limits listed
Expected results stated
Starting prices published
Statement of work template ready