Avaya (B), Spanish Version Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies

The top management of Avaya needs to enhance demand generation. This requires an improvement in the relationship between Marketing and Sales. Case (A) starts with a background on the firm and requests the student to develop a strategy to enhance the way in which Sales and Marketing work jointly. The idea that homogeneity in funnels reveals both marketing funnels and sales funnels need to be linked in a vertical pattern, but more than that, individuals with greater responsibility in the marketing department should choose sales funnel without much display of anxiety and with sheer comfort. Regardless of the aforementioned narrative, integration in a horizontal pattern is absolutely crucial. Furthermore, the latter facets implies that Sales and Marketing should each play a part in each stage of the process from email marketing solutions through to the close. That is, they contend that the two functions are best integrated by supporting them to work concurrently, not just sequentially.

For instance, they stipulate that Promotion should be contained on the weekly sales conference call. The pupils are then asked to think about how they'd apply these ideas. In the (C) case, the implementation strategy for a specific marketplace--Brazil--is explained. More specifically, the material in utilization of the roll-out procedure that demonstrated to managers of this market on how they fared against different markets through various measurements was provided to us. Finally, the (D) instance shows some early data suggesting that this new method of working together has had a major impact.

PUBLICATION DATE: February 21, 2008 PRODUCT #: 513S17-PDF-SPA

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