Gartner Research

Four Overlooked Best Practices for Collaborating With Sales Before a Product Launch

Published: 04 February 2019

ID: G00378104

Analyst(s): Arthur Villa

Summary

Sales organization buy-in is essential to ensure new products meet targeted business goals. Technology product managers should adopt four often-overlooked best practices for working with sales before a product launch to drive new product success.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Obtain Buy-In From Sales Leadership
  • Develop a Launch Plan Specifically for Senior Sales Stakeholders, and Provide Frequent Updates
  • Ensure Sales Compensation, Quotas and Territories Support the Goals of the New Product
  • Run a Pilot With an Exclusive Group of Sales Teams Before a Formal Product Launch
  • Use These Four Overlooked Best Practices to Improve Future Product Success

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.