⚡This table aims to define how much effort or customisation is expected in each product category and hence classify the sales process. It also explains ARPU expectation along with delivery time, etc.
Sales Category | Comodity | Product | Solution | Service | Category |
Example | Selling toothpaste. | Selling a refrigerator. | Selling Catering Service | Selling Wedding Planner | Catering player to start the Banquet hall |
Perspective | You want it, you get it. | You would want it because of these features, which would help you. | Do you have these needs & problems? We can solve. | Tell me all your problems and we will solve. | We can build a related product or solution, but only if there is enough of a business case. |
| | | | | |
Our product | Heyo | MyOperator | Enterprise | Partner | ISV Partner |
Effort | Low | Medium | High | Highest | Highest |
Involvement | Self Service | Customer Service | Solution team | Product team | Management & Product team |
ARPU Monthly Expectation | ₹250 | ₹5,000 | ₹100,000 | ₹2,000,000 | ₹20,000,000 |
People involved | 0 | 1 | 3 | 10 | 20 |
Sales time | 1-5 minutes | 5-10 days | 1-5 weeks | 2-4 months | 6+ months |
Business | SOHO (1-5) | Small (20-100) | Mid (200-1000) | Large (1000+) | Partner with skin in game |
Human time (hr) | 0.5 | 20 | 100 | 800 | 2000 |
Time rational | 30 mins support chat | 10 hours of sales & support onboarding each | 5 days of work, solution & tech support each. | 20 days of 5 people in product, engineering & QA | |
Human time cost | 500 | 20,000 | 200,000 | 4,000,000 | |