Gartner Research

Working With the Sales Organization — Balance Strategic Product Direction With Tactical Demands

Published: 26 March 2019

ID: G00381488

Analyst(s): Chris Meering


Strategic product direction is often driven off-course by tactical decisions resulting from the need to accelerate revenue and meet customer demands. Technology product managers need to work with sales to minimize disruption on long-term strategy and to address short-term priorities.

Table Of Contents
  • Key Challenges



  • Improve Cross-Departmental Collaboration With the Sales Organization
    • Define and Communicate Product Strategy and Product Roadmap
    • Provide Agreed Sales Collaterals and Support Customer Interactions
  • Improve Sales Engagement in the Customer Feedback Loop
  • Introduce a Process That Evaluates All Proposed Accelerated Changes and New Requirements

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