Letter to the Editor
9 | HS&M MAY/JUNE 2015
| MEDICAL DEVICE
Launch then Learn? No!
Learn then Launch!
Sales and Marketing Executive Insight
Sean Moore, most recently Vice President of Sales and Marketing at ConMed, shares
his thoughts on sales and marketing alignment, and career advancement.
As seen in the May/June 2015 issue of HS&M
Editor and Sean,
While I agree with Sean’s conclusion, I disagree with his premise. It
is always better to be a learning organization and to use past learn-ing;to;inform;future;programs.;However,;it;is;not;a;requirement;that
suggest that this structure will ultimately sacrifice the strategic (new product development) in favor of the
tactical (today’s sales).
I would suggest that the “initial launch” be driven by a launch specialist - or in a smaller organization a
;who;then;collaborates;with;engineering,;down-stream, and sales. This structure drives learning as launch specialists become experts in launches and are
all of the customer research that went into the product definition and use it to support the initial launch.
one-size-fits-all solutions in favor of considering multiple best practices and then applying them to the
problem at hand.