Precise Software Solutions

When and how should a company an innovative new product? Introduction to early and functionality can not be there too late and strong competition may seem. Precise Software Solutions, in Westwood, MA, USA, is a small, growing company with a successful – albeit very selectively – software product for database performance management. In 1999 it had the beginnings of a new product with a radically wider functionality and market appeal. However, this new product would potentially … Read more »

When and how should a company an innovative new product? Introduction to early and functionality can not be there too late and strong competition may seem. Precise Software Solutions, in Westwood, MA, USA, is a small, growing company with a successful – albeit very selectively – software product for database performance management. In 1999 it had the beginnings of a new product with a radically wider functionality and market appeal. However, this new product would be to appeal to a different “audience” in the client’s IT organization. Once management decides when to launch the product, they must also decide how to do this. In particular, this product should be sold by the same sales as other successful products? Or the company would be better off directed the creation of a separate group in this new audience? Finally, must decide how to. The price of the product The current products have in the past sales of $ 15K to $ 25K found. The company feels that the value of this new product could be five-fold. Is that possible? If the same seller be effective? Teaching Purpose:. Examines sales organization, sales strategy and the introduction of new products
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from
David B. Godes
Source: Harvard Business School
18 pages.
Publication Date: Feb 28, 2003. Prod #: 503064-PDF-ENG
Precise Software Solutions HBR case solution