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> Commercial Sales Transformation at Microsoft

商品編號: 9-519-054
出版日期: 2019/01/28
作者姓名:
Chung, Doug J.
商品類別: Other
商品規格: 24p

再版日期: 2019/10/15
地域:
產業:
個案年度: 2017 -  2018

 


商品敘述:

Industry leaders should adapt to changes in the business context and consider different ways to grow. Advances in technology had shifted software demand to the cloud. As a result, Microsoft announced a strategic shift in direction from its existing ''Windows first'' strategy to an ''AI/cloud first'' strategy to capture the increasing demand for digital transformation solutions. In line with this change in the overall firm strategy, Microsoft had to come up with a viable go-to-market plan that would align its new commercial strategy with sales, partners, products, services, and customers in order to drive long-term growth without hurting current revenue or profits. The case outlines the challenges involved in transforming the sales strategy of a well-established firm to better serve customers.


涵蓋領域:

Marketing;Organizational transformation;Sales management;Software development and engineering


相關資料:

Case Teaching Note, (5-520-038), 20p, by Doug J. Chung