Really High-value New Opportunity—a sales-person with a customer deal for an unplanned feature insisting re-allocating resources to build what's required to win the deal.

Results:

• Ignored strategy and roadmap.

• Resources allocated to serve a single customer.

Two ways to handle:

1. Compare the opportunity cost and value, and argue against signing the deal if you have customer insight supporting the roadmap.

2. Adjust the roadmap if the opportunity includes features you already had planned for later in the year.