Couple of ways to handle it - Keep customers informed about product updates and delays transparently. - Highlight your commitment to quality and reliability as a reason for the delay. - Consider interim solutions or integrations to address immediate pain points.

In a complex sales cycle anything can happen. That’s why maintain a 3-5x pipeline is crucial. For example, if your quota is $250k for the quarter you should have 750k-1.25m pipeline for that quarter. So many things are out of our control as sales reps, but pipeline health shouldn’t be one of them.

Sometimes, delivering bad news is necessary, but staying silent can create more problems. Reassessing and being transparent about the delay is important so that the client can adjust their project timeline accordingly. This helps avoid conflicts and miscommunication. Exploring alternative solutions, such as interim products, cloud solutions, or assisting with migration from interim products to the final product, can help rebuild rapport and strengthen the relationship. Our goal is to maintain trust and ensure our customers don’t face problems because of the delay. A long-term relationship with customers is an investment, not a cost

If R&D's taken a bit longer than expected, we're not slowing down. Focus on getting our most ready products out the door first, and keeping our clients in the loop every step of the way. Work hand-in-hand with the R&D team to speed up the essential features, and explore creative solutions to bridge any gaps. We're determined to meet our goals, even with these "hiccups". Go for it and meet your targets!

When R&D delays impact technical sales timelines, it's crucial to maintain momentum with prospects. One effective approach is to actively involve them in the product development process, such as through concept testing, proof of concepts (PoCs), or feature validation. This not only keeps them engaged but also allows us to gather valuable feedback that can shape the final product. By making them part of the journey, we can ensure that the solution we deliver is more aligned with their evolving needs, keeping them excited and invested even as we work through development challenges." Grow your pipeline, keep customer engaged for long term partnership, make them part of innovative ecosystem.