You have got approvals from key stakeholder, the senior management is bought in, and you have been allotted resources to build the product you dreamt of all these years. A little further along the line, you walk into this meeting with Sales people to review your launch plan. The initial discussion on concept overview, cost-benefit analysis and value proposition goes smoother than you thought. Everyone in the room loves you. But the moment you pull out the next slide on the launch timeline, there is an awkward silence in the room. Followed by some throat clearing, the head of sales looks up to you and says – “So…if I get this right – you want us to go ahead and start selling the product right now, when the product wouldn’t be client-ready for another 6 months? How do you possibly want us to sell the future?” Continue reading
Tag Archives: go-to-market
Case Study: Product launch gone awry
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Ganesh, the Product Manager of a B2B stand alone Windows application was at the water cooler when he bumped into Arif, the Tech Support Manager. With the new version of his product just having been launched a week before, Ganesh was eager to know the adoption by the key customers. He asked Arif if he saw adoption of the new version and were there any issues that were impeding adoption. Arif promised to check back on a few accounts that he handled and get back. Later in the day Arif comes back – this time an otherwise happy man looks a bit worried. Continue reading
The Product Mantra 