The Official Blog of Acuity Knowledge Partners

Is Broker Research primarily a product or a service?

Published on January 15, 2015 by Guest Blogger


Many a debate within research teams is triggered by this question: Are we delivering a product or a service? Those who enjoy producing written material like to primarily call it a product; others who prefer to meet portfolio managers choose to call it a service.

Since it is a potentially endless debate, I am going to cut it short by modifying the terminology. You can call something a product when you have good answers to the following:

– Which customer segments are you targeting?

– What pain points are you addressing by customer segment?

– Who are the actual buyers?

– What is the differentiation vis-à-vis competition?

– What are the specifications of your product?

– How are you going to price it?

– How are you going to market it?

– What is the elevator pitch?

At first glance, that may not seem like a fair resolution to the debate. After all, I am defining something as a product not based on what it contains, but rather on whether you really understand what you are offering to the market and why. In effect, I am re-crafting the universe as good products versus bad products, as against products versus services. This may sound like quibbling with semantics, but in reality, it serves the very useful purpose of making the debate more meaningful inside the brokerage firm.

Whether Research is a PDF document circulated via a distribution list, or face-time with a key client, or the entire package, it is never a bad time to refine the value proposition. Whenever these questions are asked, the answers never fail to surprise.

What's your view?
captcha code
Thank you for sharing your Comments

Share this on

About the Author
 post image 2 Blog
Advantages of having a remote executive assistan....

“They’re troubleshooters, translators, help desk attendants, diplomats, human database....Read More

 post image 2 Blog
Flexible and low-cost model for expanding resear....

Executive summary A host of factors are making China’s A-share market attractive to glo....Read More

 post image 2 Blog
Brokerage Research: Economic challenges and t

Revenue and cost pressures have been strangling traditional brokerage houses since the las....Read More

 post image 2 Blog
Sustaining idea generation initiatives beyond

Five months ago, we embarked on an exciting journey of driving bottom-up thinking at the f....Read More

 post image 2 Blog
Right man for the right job – Resource allo

Finding the right analyst for the right job is never easy… We are a firm full of bright....Read More

Like the way we think?

Next time we post something new, we'll send it to your inbox