Product viability
An objective, customer-informed view of which new and existing products deserve investment, and a roadmap for acting on it.
The challenge
Launching a product is a significant investment, and keeping the wrong one alive is a quiet drain. Product decisions often lean on internal enthusiasm and sunk costs rather than a clear view of the market, the customer and the rest of the portfolio. Good product development means getting to “no” quickly and being willing to walk away.
How we approach it
- Decide who evaluates the product, so the assessment is independent of internal bias.
- Understand your buyers and their motivations through formal voice-of-the-customer work.
- Review competitor offerings, positions and capabilities.
- Check fit with the portfolio, channel requirements, build-versus-buy options and opportunity cost.
- For existing products, use sales and revenue analytics on price, volume and mix by lifecycle stage, and plan end-of-life where needed.
- Validate business case assumptions, then build a roadmap to guide implementation.
Questions we help you answer
- What is our addressable and serviceable market?
- How does this product differ from what competitors offer?
- What are our investment assumptions, and do they hold up?
- Which existing products should we extend, move to new markets or retire?
More ways we help: grow revenue
All solutionsGo-to-market strategy
A fact-based view of where you stand in your market today, and a clear roadmap for steady growth across product, price, sales and supply.
Sales strategy
A sales strategy that balances this year’s targets with long-term growth, built on where you’re really winning and losing by customer, product and territory.
Sales and revenue analytics
A disciplined, consistent way to baseline sales performance, explain price, volume and mix, and measure the results of your decisions over time.
Price and incentive management
Price and incentive strategies tied to clear outcomes, with a baseline beforehand and measurement during the program, not just after it ends.
Channel marketing
Get more from your channel partners by understanding their customers, measuring their performance and giving them the tools to sell for you.
Market intelligence
Secret shopping, market research and benchmarking organized around the decisions you need to make, and interpreted in the context of your strategy.
Ways to start
Start small and go as deep as you need.
- 30 minutes
30-minute working session
Map the decisions you own and the metrics behind them, and see Clarity answer questions like yours.
Book a session - Half a day
Half-day discovery workshop
We work with your sales, marketing, finance and operations leaders to find the real problem, the risks in the way and what to do next.
About the workshop - 30 days
30-day sales performance assessment
A clear baseline of your price, volume and mix performance by product and channel, so you know where you’re winning and losing.
About the assessment