In 1987, IBM changed its strategy in an attempt to become the market a company, not a product-oriented company. The case starts with a description of the new strategy and the reasons for the changes, and then describes the top-down planning and sales quota for under the old strategy. Concludes with a discussion of the reasons why the new strategy can not be implemented without changing the sales planning and quota systems. The task of the students is to develop new systems to support market strategy IBM. "Hide
by Robert L. Simons, Hilary A. Weston Source: Harvard Business School 14 pages. Publication Date: March 21, 1990. Prod. #: 190137-PDF-ENG
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