WebSpective Software, Inc. (A) Case Solution
Furthermore, the failure-sin addressing the customers’ demands to meet their web service goals through optimizing their site operations with the use of the automated site management solutions and expedient deployment, was another reason due to which the company’s product were not being sold effectively. Additionally, while the first step of LPs captured the customer’s needs, the team didn’t translate such needs into product features or specific requirements, and went to the next step of translating the customer’ need into specific requirements. Instead of making the prioritization of each requirement based on the team’s individual sense of how important it should be & how attractive opportunity such feature or product might represent; the prioritization was made based on how significant something was to the customer. Thus the factors led to the dilemma of serving only one customer, resulting in inefficient management practices and processes, lack of customers’ focus and relationship, an ineffective communication and low customer satisfaction as well as an inefficient marketing strategy.
On the other hand, the strengths of the new product-development was that House along with his team, had launched CE exercise on product requirement and the customers’ needs called CE1 and other CE on purchasing behavior of customer CE2. The in-depth knowledge and understanding of the customer needs lead towards customer satisfaction and drives more sales. Also, the results of the CE introduced by House, allowed the company to achieve significant gains in the market. By introducing CE to the employees and launching trial run of CE, House was successful in listening to the employees and defining the organization’s corporate culture. Moreover, CE brought many benefits to the company in terms of fostering the staff loyalty and crystallizing the elements of culture in the minds of employees, inculcating the cultural diversity and so forth.
In spite of intense and disciplined efforts to understand the customers’ needs and refining the product line; the company remained unable to find the next customer, thus hampering the company’s growth. It is because of the reason that CE was time consuming and energy intensive, and the process of CE required more skills and time consumption, because the customers were reluctant to discuss the issues related to buying freely with the vendor.
In order to deal with the issue, the company could have been recommended to effectively design the marketing strategy, to increase its brand awareness, to provide incremental value to the customers and to make a considerable amount of investment in innovation and technology to lead the market as well as to generate high amount of revenues. Additionally, the company needed to critically perform the market research &to analyze the evolving market trends in order to generate more returns.(Thomas H. Davenport, 2011)......................
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