Optima Business Group: Leveraging Information Technology for Salesforce Enablement Harvard Case Solution & Analysis

Optima Business Group (OBG), a consumer packaged goods company, realized major improvements in its sales and supply processes through the execution of sales force automation (SFA). It was not an easy journey, although the execution was carried out in the urban markets of OBG. The chief technology officer has to determine whether OBG should implement SFA in its rural markets and, if so, how it should be executed.
Optima Business Group Leveraging Information Technology for Salesforce Enablement Case Study Solution

Do you know the risks and benefits of implementing the system? Competitions are rapidly leveraging information technology in other functions for example HR, finance and vendor management and OBG should catch up. Ultimately, competitors of OBG are adopting innovative methods to share the costs of IT implementation (e.g., hand-held devices) with their partners. Faced with a distinctive geography of conducting business in the emerging economy of India, along with distinct options, the chief technology officer has to decide on OBG's future IT strategy.

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

PUBLICATION DATE: April 29, 2015 PRODUCT #: W15139-PDF-ENG

 

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