When and how the company will introduce a new product? Imagine too early and functionality can not be there, too late, and strong competition might seem. Precise Software Solutions, headquartered in Westwood, Massachusetts, is a small, growing company with a successful - albeit narrowly focused - software for database performance. In 1999, she started with a brand new product functionality and market appeal. However, this new product has the potential to appeal to a different "audience" in an IT customer organization. Once management decides when to introduce the product, it must also decide how to do it. In particular, if the product will be sold by the same sales force, as other successful products? Or that the company will be better to create a separate group, targeting this new audience? Finally, you also need to decide how to evaluate the product. Currently, its products are historically given sales $ 15K to $ 25K. The firm believes that the value of this new product can be five times higher. Is it possible? Will be the same vendors to be effective? Teaching Purpose: Examines sales organization, sales strategy and implementation of new products "Hide
. by David B. Godes Source: Harvard Business School 18 pages. Publication Date: February 28, 2003. Prod. #: 503064-PDF-ENG
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