Call it the three stages of development: First comes the product itself, second
come ancillary products, and third comes the infrastructure of related services.
In businesses where value
comes from customization, the executive could say, «To be a real player, you can't just sell
product, you must be able to assess the needs of the client, advise him, sell the
product, install it and provide continuing service, leading to
ancillary product sales.»