Case 1: Tech Co - Digital Support ToT

Workspace: Group 1 (Tech Co)

Enterprise Profile: Tech Co (Jordan)

0. Status & Profile

Sector: IT Services, Web Agency (WordPress / PrestaShop).
Size: 5-10 employees.
Clients: Jordanian SMEs (B2B/B2C), occasional Export/GCC requests.
Channels: Website + LinkedIn; very low social media activity.
Model: "One-shot" projects, little to no recurring maintenance.

Audit of Current Website

View Current Site (Pre-Optimization) View Target Site (Post-Optimization)

1. Current Actual Offer

Showcase (WordPress): 5-10 pages. Price: 1,500 - 3,500 JOD.
E-commerce (PrestaShop): Online Store. Price: 4,000 - 7,000 JOD.

Current Pitch: "We build WordPress sites and PrestaShop stores. Quick estimates and delivery within 2 to 6 weeks."

2. Processes & Gray Areas

Vague brief -> Delayed content collection -> Mockup -> Integration -> Testing with numerous revisions -> Handover with no follow-up.

Gray Areas: Who provides the copy? Is SEO included? Number of revision rounds? Deadlines?

3. Market Context (Jordan)

Competition from local template builders (e.g., Konverty). SMEs compare agency pricing vs. plug-and-play builders.
Tech Co Strategy: Differentiation through UX quality, SEO, performance, and scalability.

4. Target Buyers & Proofs

Jordan: SME Director / Retailer. Objections: "It's expensive", "Why not a template builder?".
Export (GCC/Europe): Micro-business Entrepreneur. Objections: "Trust/Quality".
Current Proofs: Scattered portfolio, no structured case studies.

Monday: Assessment & Assembly

Productize vs. Keep Bespoke

Diagnosis (Pain points & Variability)

Productization: The 3 Packages (Tiers)

Scope Control (Perimeter Control)

Tuesday: Strategy & Client

Objective & Hero Offer

Objections & Differentiators

Service Business Model Canvas

Key Partners

Key Activities

Key Resources

Value Proposition

Customer Rel.

Channels

Customer Segments

Cost Structure

Revenue Streams

Client Profiling (Personas) & Value Proposition

Local Persona (Jordan)

Presentation (Name/Role):

Demographics:

Psychographics:

Purchasing Motivations:

Challenges (Pains):

Export Persona (GCC/Europe)

Presentation (Name/Role):

Demographics:

Psychographics:

Purchasing Motivations:

Challenges (Pains):

Value Proposition (The Hook):

Answer Keys & Model Answers (Tech Co)

To be used by the trainer to guide or correct the group.

MONDAY: Assessment & Assembly

Bespoke vs Productize: Bespoke: Complex web applications, ERPs. Productize: 5-page showcase site, basic PrestaShop store (max 50 products).
Diagnosis (Pains): "Scope Creep" (infinite back-and-forth on design), client delays in providing text that block invoicing.
The 3 Packages (Tiers):
1) Essential Showcase (1500 JOD): 5 pages, 14 days.
2) Conversion Showcase (2500 JOD): Package 1 + SEO + Google Analytics + WhatsApp Button.
3) E-com Launch (5000 JOD): PrestaShop, 10 products, local payment gateway, 4 weeks.
Scope Control: Included: Premium theme. Excluded: Web copywriting, logos. Limits: 2 revision rounds. Delay rule: Project paused if content is not provided within 14 days.

TUESDAY: Strategy, BMC & Personas

SMART Objective: Sell 3 "Conversion Showcase Packages" per month to Jordanian SMEs via LinkedIn by Q3 2026.
Konverty Objections: Response: Full code ownership, zero sales commissions, superior technical SEO.
BMC (Excerpts): Resources: Pre-configured templates. Revenue: Fixed price (50% Deposit, Balance on delivery).
Local Persona: Tariq, 45 years old, SME Manager. Pragmatist, hates jargon, wants to beat his online competitors.
Export Persona: Sophie, 35 years old, Micro-business Founder (Europe). Looking for affordable outsourcing but fears scams.
Value Proposition: "We help SMEs launch their online store in 3 weeks, with a fixed price and no technical jargon."

WEDNESDAY: Brand & Content

Promise: "Frictionless digital: delivered on time, at the agreed price."
Quality Checklist: Speed < 3s, mobile version verified, SEO tags filled, forms tested.
Service Specification Page: Title: "Conversion Showcase Package". Result: Attract more clients via Google. CTA: "Book a scoping call".

THURSDAY & FRIDAY: Operations & Promotion

Channels & Payment: LinkedIn (B2B Prospecting). Bank transfer (50/50).
Communication Templates: Before: Secure Drive link with deadline. During: Loom video of the mockup. After: Delivery + admin training video.
Content Pillars: 1. Education (Why own your website). 2. Social Proof (Traffic case study). 3. Agency behind-the-scenes.

Simulation Lab: Tech Co (Jordan)