Best Practice Report

Product Financial Targets: Aligning Product Management And Sales

January 1st, 2018
Lisa Singer, VP, Research Director
Lisa Singer VP, Research Director

Summary

Financial targets are a key area of interlock between product management and sales during the align stage of the Forrester Product Marketing And Management (PMM) Model. An on-the-record commitment by sales to a specific revenue or volume goal is vital for the success of an offering after it launches. Product management must work with sales operations to implement quotas and incentives to operationalize sales commitments. In this report, we present four sets of best practices to help product leaders align their goals with sales and ensure sales support an offering’s financial targets.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.