What does it take to introduce a second product line?

Answered by: Phil Fernandez, Co-Founder, Marketo

Category: Product Development

At Marketo, we failed completely in defining a multi-product company from when we were $30 million a year to when we were $300 million a year. If you’re going to bring a second product line into the company ­– whether it’s organic or inorganic – it needs to be incubated. It needs to have its own dedicated sales team and its own separate quotas. If you're thinking about becoming a multi-product company, do not pass go, do not collect $200, go read Jeff Morris' Zone to Win – the one business book I've ever recommended in my entire life.