Sales Playbooks
Part of Product launches for sales teams
Explaining who the new product is not suitable for
Explain a new product’s poor fit through the buyer’s requirement, a verified current limit and a clear next step.
Explain poor fit as a mismatch between the buyer’s stated requirement and the new offer’s verified scope. Name the requirement, current limit and any approved alternative or further assessment. Do not label an entire customer type as unsuitable when the decision depends on a particular use.
Define the launch boundary
Ask the product owner which uses the current release supports and which conditions affect availability. A boundary may involve a required workflow, operating environment, service arrangement or release date. Record whether it is a confirmed exclusion, depends on buyer details or remains unverified. Keep the evidence and owner beside the finding.
Silence in a launch deck proves neither the presence nor absence of a feature. A planned improvement does not remove a present mismatch. Before representatives use an exclusion in qualification, confirm it applies to the offer, market and date under discussion.
| Launch finding | Response |
|---|---|
| A confirmed requirement is outside the current offer | Explain the mismatch and discuss an approved alternative, if one exists. |
| Fit depends on a buyer detail | Ask for that detail and arrange a bounded assessment. |
| The answer is unverified | State what needs checking and who will answer. |
| The buyer could change the requirement | Explain the trade-off without assuming they will accept it. |
Check the requirement before giving the verdict
If a buyer says, ‘It must work with our approval process’, ask which step, permission or outcome is essential. A broad feature description may not establish whether the offer meets that requirement. Repeat the requirement back so the buyer can correct it.
If the current offer cannot meet a confirmed requirement the buyer will not change, say so. If fit is conditional, state the condition alongside the capability. The ACCC says it can require businesses to substantiate claims about their products or services, and may investigate and take compliance or enforcement action for misleading conduct.
A concise response: ‘You need [requirement]. The current offer [verified scope]. It does not cover [confirmed gap], so it would not meet that requirement as stated. We can check [approved option or unresolved point] if useful.’ Fill the brackets only with facts established for the offer and buyer.
Record the requirement, evidence, conclusion and next step. When several launch conversations reveal the same mismatch, ask the launch owner whether qualification guidance needs changing. An exception agreed for one account stays account-specific unless an authorised owner approves wider use.
Confirmed Requirement vs. Current Offer Scope
- Buyer's Requirement
- Must work with existing approval process
- Verified Current Limit
- Does not integrate with legacy approval workflows
- Confirmed Gap
- No automated approval step support
- Approved Alternative
- Manual review workflow with API export
