Case 15 SaleSoft‚ Inc. (A) Synopsis Greg Miller and Bill Tanner‚ Executive Vice President and CFO‚ founded SaleSoft in July 1993 with the objective of marketing PROCEED‚ a Comprehensive Sales Automation System (CSAS). While PROCEED had received very favorable responses from prospects‚ converting interest to actual sales was taking a long time with only five PROCEED systems having been sold to-date. In September 1995‚ with limited funds and the need to show performance before
Premium Marketing
BUSINESS AND GOVERNANCE MANAGEMENT ACCOUNTING PROGRAM IT 2 / ISM 413 – CASE ANALYSIS FOR PREFINALS Guidelines: 1. The Case Analysis for the Prefinal Term will be done in groups‚ composition of which is the same with the group composition during the Midterm Case Analysis. 2. Because of the group’s composition‚ the case analysis will have two parts: (1) the film analysis‚ and (2) the minicase analysis. 3. In the Film Analysis‚ the group will choose between (1) Anti Trust‚ (2) Swordfish‚ and (3)
Premium Logic Protagonist Internal control
SALESOFT INC. CASE ANALYSIS Group # 9 Gaurav Teltia 121/47 Pinjala Srujana FP/11/2010 Himanshu Singhal 125/47 Gaurav Jindal 119/47 Shreyans Rai Jain 129/47 Ishan Mahajan 127/47 Jayson DMello 133/47 Jay G Waghmare 131/47 Vibhor Gupta 123/47 SITUATION SaleSoft Inc.‚ currently developing and marketing a CSAS solution (PROCEED)‚ is contemplating launching a Trojan Horse (TH) product. This report contains analysis of PROCEED vis-a-vis TH with a set of recommendations for why SaleSoft should
Premium Marketing Market First-mover advantage
Case Analysis 1. Receiving a Holiday Gift 1. For the first case‚ it is clearly stated that a supplier sends a basket of expensive food stuffs to our home during Christmas. By applying principle of love we would be kind enough to appreciate the basket of expensive foodstuffs given to us. We would thank the supplier for that beautiful card and gift given to us for Christmas. After appreciating the token we would ask him the reason and motive behind such an expensive foodstuff delivery. And
Premium Cooking Logic The Celebration
CASE ANALYSES by Pamela Hubbell Cases are detailed descriptions of real management situations. In the Case Analysis your objective is to analyze the management problem and make a recommendation for solving that problem. By applying concepts to actual cases‚ you improve your ability to think analytically when identifying problems and creating solutions. Preparing the Case Analysis There are four basic steps to follow when preparing a Case Analysis. However‚ because you will encounter a
Premium Qualitative research Logic Critical thinking
purchase a course packet which includes cases and readings to be used in class. Assignments and grading: Your final grade will be based on: 1) Senior manager case analysis (Group Project) 40% 2) Exam 20% 3) Reading logs 20% 4) Individual assessment 10% 5) 10% Factor 10% Senior Manager Case Analysis (30%) This assignment is designed
Premium Group dynamics
Organisational Behavior Case Analysis: Dave Armstrong (A) Case Summary: This case is about Dave Armstrong‚ a 29 year old second year MBA student of Harvard Business School. Immediately after his graduation from a small liberal arts college in Texas‚ he started working for Thorne Enterprises as a computer Programmer. After eighteen months in the job‚ he quit to go into life insurance business in Amarillo. He applied to Harvard Business school but hadn’t considered what he would do‚ once accepted
Premium Business school Harvard Business School Investment
Week 6 Case Analysis MKTG 301 1. Harris told Houston that he needed a couple of weeks to think about his proposal. How should Houston handle this? Harris is using what is called a time objection also known as stalling technique. In this particular case study Harris already has the need fulfilled by a different supplier and while they have had a few late deliveries Harris need to determine if it worth going through all of the work to get set up a new vendor. The time objection is often
Premium 2002 albums Sales Marketing
Club Med Case Analysis MGMB01 The Club Med is a successful all-inclusive French organization of vacation resort found in a various sites of the world‚ mostly in exotic areas. Besides obvious financial success‚ the Club also achieved huge non-financial success. The unique concept of “family” ‚ which is also the corporation spirit‚ had transform a group of strangers to a group of loving and caring friends. What’s more‚ they also developed their own set of marketing and distribution strategies.
Premium Hotel chains
THE BURNING QUESTION SaleSoft Inc is faced with making a tough‚ time constrained and strategic choice to either continue with it’s PROCEED software development or redirect the efforts of the entire company’s workforce to deliver the Trojan Horse (TH) product in time for the sales automation conference. The decision taken will have to be absolutely exclusive and is expected to have a critical impact on the company’s future and indeed it’s very viability. MEMO TO SALESOFT MANAGEMENT I would recommend
Premium Marketing Trojan Horse Consultative selling