Incubate New Product Initiatives

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 ­ – organic, whether it’s 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 $20, go read Jeff Morris' Zone to Win – the one business book I've ever recommended in my entire life.