Product details

The case examines the challenges faced Simon Kendrick (a composite character), the Global Vice President of Strategy at CabloCorp, a global leader in the cable and engineering solutions market headquartered in Barcelona, as it seeks to implement a transformational shift from traditional volume-driven sales to value-added solutions. While some country general managers and sales leaders have embraced the change and achieved early successes, others cite resource constraints and market realities, and some remain detached. Simon struggles with differing responses - active skepticism, passive disengagement, and resource-related hesitancy - and seeks to align a centralized vision with diverse local realities. The case focuses on bringing about change to an organization that currently feels no pressure for transformation.