Revenue Scale Up Program for new products

A year before the Macintosh, Apple introduced the Lisa, which failed miserably. In the year leading up to Lisa's launch, Apple "sneak previewed" Lisa to top IT execs from Fortune 500 companies and got rave comments:

"This is brilliant. No one in the computer industry has anything like it."

"You've done incredible work. This is genius"

But during these pre-launch meetings, Apple forgot to ask, "How many will you buy?" And Apple neglected to point out limitations, like no IBM terminal emulation.

After the launch, with sales disappointing, we asked our enthusiastic sneak previewers for their orders. And they replied:

"Oh no, we won't buy it - it has no IBM terminal emulation.
... but it's a brilliant product. You'll surely sell a lot." (to someone else)

Apple mistook enthusiasm and admiration for orders and revenue.

For big companies like Apple this is expensive and embarassing.

For small companies, it's often fatal.

Revenue Scale Up will make sure
that your new products sell!

Key Points

• Sell, design, build. In that order.
• Get bad news early.
• Make sure limitations are not showstoppers.
• Voice of the market. How does the customer describe his need?
• Precisely structured presentations. At the customer site.

How we work        Engagement structure

Contact us to discuss your needs.

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