Does your revenue growth goal include an assumption for a yet to be released product? If the answer is yes, then the launch of this new product is critical to your success. Andrew Wright, the vice president of design at Cypress Semiconductor recently spoke with SBI about this topic. At Cypress Andrew is responsible for bringing in new business, from concept to profitability. Watch as he shares his expertise on planning, and executing a new product launch.

 

Andrew will begin the show by explaining how he sets his launch goals. He’ll discuss why at Cypress this is all about forecasting volume, and understanding the target customers. Next, he’ll dive into how he prepares the entire company for the new product launch. He’ll discuss their multi-phase approach to the launch process, and specifically the steps they take to equip the sales team. He will also explain how he identifies potential launch risks early in the process through a concept called rapid sequential phase gating.

 

We will wrap up the show by discussing the launch execution. Andrew will dive into who inside the organization should drive the direction of the launch. Additionally, he’ll cover topics such as sales compensation and how he determines if the launch requires a change to the sales incentive plan. And, finally, he’ll explain how to track success compared to launch expectations.

 

If you have an aggressive revenue growth target that includes a new product, you must get the launch right to make your number. Begin by watching Andrew’s expert insight into how to plan and execute a new product launch. If after watching you need more help consider downloading our annual operating plan workbook, How to Make Your Number in 2017. Complete the product launch and messaging exercise to determine if your product launch is going to generate the expected revenue.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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