The second product launched in January. It’s 3% of the pipeline.

New products usually fail inside the sales team's calendar long before they fail in the market, and the cause is arithmetic, not resistance.

By Steve 5 min read
Abstract bridge artwork for The second product launched in January. It’s 3% of the pipeline.

A business adds a second product. The logic is sound: the customer base is already there, the sales team is already talking to buyers, the marginal cost of another line in the bag looks close to zero. Six months on, the new product is a rounding error in the pipeline. The first product is selling as well as ever. Nobody has refused to sell the new thing. It simply hasn’t been sold. The default explanation is cultural: the team is comfortable, resistant, not incentivised properly. Occasionally that is true. Far…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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