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Case
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Reference no. 9-503-021
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2002
Version: 24 January 2003
Length: 9 pages
Data source: Field research
Topics: Sales; Sales strategy; Information technology; Customer relationship management; Applications; Leadership; Marketing strategy; Consumer behavior; Organizational structure; Competition
Share a link: https://casecent.re/p/40436
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Abstract

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months - from Siebel's initial involvement to a challenge from competitor Oracle to the climax. The structure of Quick & Reilly's buying center is mapped, as is the role of its parent, Fleet Bank. The fortunes of the sale rise and fall as the Siebel account manager faces one obstacle after another. Presented in three parts, with opportunities to debate the account manager's choices and actions at each stage. Part 1 describes the start of the sale from the seller's perspective.
Locations:
New York; Massachusetts
Industries:
Banking; Information technology consulting services
Size:
USD2 billion revenues, 8,000 employees
Other setting(s):
1998-1999
Teaching note
-
Reference no. 5-504-087
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2004
Version: 19 March 2004
Length: 7 pages
Data source: Field research
View full details
Compact case
Case
-
Reference no. 9-503-022
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2002
Version: 11 February 2003
Length: 4 pages
Data source: Field research
Topics: Applications; Customer Relationship Management (CRM); Sales; Sales strategy
View full details
Case
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Reference no. 9-503-023
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2002
Version: 26 August 2002
Length: 7 pages
Data source: Field research
Topics: Sales; Sales strategy; Information technology; Customer relationship management; Applications
View full details
Case
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Reference no. 9-504-P01
Portuguese language
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2004
Version: 8 November 2004
Length: 13 pages
Data source: Field research
Topics: Sales; Sales strategy; Information technology; Customer relationship management; Applications; Leadership; Marketing strategy; Consumer behavior; Organizational structure; Competition
View full details
Case
-
Reference no. 9-506-S29
Spanish language
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2006
Version: 24 January 2003
Revision date: 24-Apr-2019
Length: 10 pages
Data source: Field research
Topics: Applications; Competition; Consumer behavior; Customer relationship management; Information technology; Leadership; Marketing strategy; Organizational structure; Sales; Sales strategy
View full details

About

Abstract

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months - from Siebel's initial involvement to a challenge from competitor Oracle to the climax. The structure of Quick & Reilly's buying center is mapped, as is the role of its parent, Fleet Bank. The fortunes of the sale rise and fall as the Siebel account manager faces one obstacle after another. Presented in three parts, with opportunities to debate the account manager's choices and actions at each stage. Part 1 describes the start of the sale from the seller's perspective.

Settings

Locations:
New York; Massachusetts
Industries:
Banking; Information technology consulting services
Size:
USD2 billion revenues, 8,000 employees
Other setting(s):
1998-1999

Related

Teaching note
-
Reference no. 5-504-087
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2004
Version: 19 March 2004
Length: 7 pages
Data source: Field research
View full details
Compact case
Case
-
Reference no. 9-503-022
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2002
Version: 11 February 2003
Length: 4 pages
Data source: Field research
Topics: Applications; Customer Relationship Management (CRM); Sales; Sales strategy
View full details
Case
-
Reference no. 9-503-023
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2002
Version: 26 August 2002
Length: 7 pages
Data source: Field research
Topics: Sales; Sales strategy; Information technology; Customer relationship management; Applications
View full details
Case
-
Reference no. 9-504-P01
Portuguese language
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2004
Version: 8 November 2004
Length: 13 pages
Data source: Field research
Topics: Sales; Sales strategy; Information technology; Customer relationship management; Applications; Leadership; Marketing strategy; Consumer behavior; Organizational structure; Competition
View full details
Case
-
Reference no. 9-506-S29
Spanish language
Subject category: Marketing
Authors: John Deighton (Harvard Business School); Das Narayandas (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2006
Version: 24 January 2003
Revision date: 24-Apr-2019
Length: 10 pages
Data source: Field research
Topics: Applications; Competition; Consumer behavior; Customer relationship management; Information technology; Leadership; Marketing strategy; Organizational structure; Sales; Sales strategy
View full details