Start with a job map
List the customer's recurring jobs: capture inquiry, contact lead, schedule appointment, track status, request review, reactivate old leads. Choose the jobs your package will own.Translate features into operations
A pipeline is useful because it shows what needs follow-up. An automation is useful because it creates a consistent next action. A calendar is useful because it turns interest into a booked slot. Package around those operational implications.Build tiers around real differences
A higher tier can add managed setup, advanced automation, AI workflows, multi-location reporting or branded app access. Avoid arbitrary contact limits unless those limits map to vendor cost.Make exclusions visible
Say what is not included: custom integrations, unlimited campaign creation, data cleanup, custom code or third-party fees. Clear exclusions protect the client relationship.Create a package clients can repeat back to you
A good package should be easy for a prospect to summarize in one or two sentences. If the explanation requires a tour of twenty modules, the offer is probably still a software inventory rather than a product. Test the package by asking someone unfamiliar with the platform what they believe they are buying after a short description.
Use a simple scope document internally: included workflows, optional add-ons, setup requirements, support boundaries and success measures. That document becomes the basis for sales copy, onboarding and account reviews, which reduces the chance that different team members make different promises.
Before publishing a package, have one salesperson and one support person review it independently. If they interpret the inclusions differently, clients probably will too.