Centra is a pioneer in the field of e-learning software. He discusses how to change their market entry strategy, adding phone sales to improve sales force productivity. At the same time, its market is developing, and management believes that this could be a "cross the chasm" in Geoffrey Moore's terminology. Should it "fish where the fish are biting," or whether it should focus on the client's business and excludes the small and medium-sized companies? If the shake is like Centra make sure it either survives or acquired by one of the survivors? "Hide
by John Dayton, Laetitia Pouliquen Source: Harvard Business School 17 pages. Publication Date: July 11, 2001. Prod. #: 502009-PDF-ENG
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