The cheapest thing in our catalogue turned out to be the whole company

For about a year we sold a suite. Six or seven modules, and we would walk buyers through the whole catalogue. Outreach sat in there as the entry item, the cheap one, the thing you would add on at the end.

We were also running it on ourselves, because we needed meetings and had no budget for them. It was the only module getting daily use by anyone, including us.

Took us embarrassingly long to notice what that meant. We killed the catalogue. Now we sell one thing.

Two things I got wrong, in case they save someone a year:

Breadth felt like less risk. More surfaces, more chances something lands. What it actually bought us was that no single thing was good enough for anyone to bring up unprompted.

I trusted what people signed for over what they opened. A signed customer who never logs in is not a customer, it is a slow refund.

Curious whether others have hit this shape. Did your wedge come from picking it deliberately, or from finally noticing the one thing people already used and cutting the rest?