Asclepius Consulting: The Sales Force Dilemma Harvard Case Solution & Analysis

Amongst the numerous small software companies is Asclepius Consulting in India that have aspirations to eventually turnout to be merchandise businesses as opposed to being services companies.

Asclepius Consulting deals in hospital management information systems and has a product and service offering that's competitive and well received by customers. However, due to lack of capital, the business has been unable to put money into a sales force, and this has developed into an issue of reach. It is now selling out through a mix of resellers (outside parties contracted to sell the software) and an inside sales force.

Now, one of its three co-founders, whose expertise is in business process restructuring and business planning and strategy, is looking at re-evaluating the sales and marketing model in this complex marketplace.

PUBLICATION DATE: January 10, 2014 PRODUCT #: W13563-PDF-ENG

This is just an excerpt. This case is about SALES & MARKETING

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