商品敘述：

The Meridian Systems case focuses on a start-up in the restaurant point of sale (POS) systems market. In early 2018, Meridian is getting ready to roll out a POS system based on a new technology-a tablet-based, Wi-Fi-enabled POS system (the ""tablet"" system, or GingerSnap). This product has a far lower price point than Meridian''s existing terminal-based system does. It also has a different target customer. The company''s leadership is thus faced with several questions about how to deploy the sales force for GingerSnap. Should the product be integrated into Meridian''s existing field sales force, should it be sold with a new, dedicated field sales force, or should it be sold by an inside sales force, that is, primarily by phone or web contact and limited in-person selling? Or should a hybrid of these approaches be used? The overlay to these issues is the fact that the new product is less profitable than Meridian''s legacy system. These choices must be made not only with the customer and market in mind, but also with an awareness of the margin structure of the new product, and what kind of activity it will support. Given the array of topics it explores, Meridian Systems can be used in courses on marketing, selling, sales management, business marketing, new products, distribution channels, entrepreneurial management, technology ventures, and strategy.

涵蓋領域：

Business models;Disruptive innovation;Entrepreneurial management;Organizational structure;Sales;Sales compensation;Sales forces;Sales organization;Sales strategy

相關資料：

HBS Brief Case Teaching Note, (5-918-534), 14p, by Frank V. Cespedes, Michael J. Roberts;
Spreadsheet Supplement, (9-918-535), 0p, by Frank V. Cespedes, Michael J. Roberts;
Spreadsheet Supplement, (9-918-536), 0p, by Frank V. Cespedes, Michael J. Roberts

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