Gartner Research

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

Published: 04 February 2019

ID: G00378104

Analyst(s): Arthur Villa


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



  • 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

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