Your new product is about to be introduced to the market. It’s innovative, meets your customer needs and out-performs the competition. You introduce the product to your sales teams and feedback is great. Everybody wants to see what customers think.
Sales teams report early enthusiasm but then a curious thing happens, customers lose interest, sales evaporate and nobody understands why. If this sounds familiar, that’s because it is.
Research among senior decision-makers in the sector reveals the scale of the issue. In a typical financial year, a staggering 88% of telecoms companies experience the failure of a highly anticipated new product.
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