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Stick to the Strategy or Make the Sale (HBR Case Study)
Weiss, Mitchell B.Article HBS-R1607X-EStrategyLumiscape, a manufacturer of high-tech streetlights, has recently decided to switch from a direct sale business model to a subscription service, in which customers would get installation, maintenance, and monitoring software bundled with the product. Part of the reasoning is that customers haven't been extracting all the potential value in their streetlights. Now a customer wants to hugely increase its order--but through a direct sale. With comme...Starting at €8.20
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Stick to the Strategy or Make the Sale (Commentary for HBR Case Study)
Weiss, Mitchell B.Article HBS-R1607Z-EStrategyLumiscape, a manufacturer of high-tech streetlights, has recently decided to switch from a direct sale business model to a subscription service, in which customers would get installation, maintenance, and monitoring software bundled with the product. Part of the reasoning is that customers haven't been extracting all the potential value in their streetlights. Now a customer wants to hugely increase its order--but through a direct sale. With comme...Starting at €8.20
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Stick to the Strategy or Make the Sale? (HBR Case Study and Commentary)
Weiss, Mitchell B.Article HBS-R1607K-EStrategyLumiscape, a manufacturer of high-tech streetlights, has recently decided to switch from a direct sale business model to a subscription service, in which customers would get installation, maintenance, and monitoring software bundled with the product. Part of the reasoning is that customers haven't been extracting all the potential value in their streetlights. Now a customer wants to hugely increase its order--but through a direct sale. With com...Starting at €8.20