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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
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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 4 years. Covers in detail the last 6 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 state. Part 3 describes the unfolding of the sale over a 4-year period.
Locations:
New York; Massachusetts
Industries:
Banking; Information technology consulting services
Size:
8,000 employees, gross revenue USD2 billion
Other setting(s):
1998-1999
Case
-
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
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. 9-504-P03
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: 9 November 2004
Length: 7 pages
Data source: Field research
Topics: Sales; Sales strategy; Information technology; Customer Relationship Management (CRM); Applications
View full details
Case
-
Reference no. 9-506-S26
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: 26 August 2002
Revision date: 24-Apr-2019
Length: 7 pages
Data source: Field research
Topics: Sales; Sales strategy; Information technology; Customer Relationship Management (CRM); Applications
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 4 years. Covers in detail the last 6 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 state. Part 3 describes the unfolding of the sale over a 4-year period.

Settings

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

Related

Case
-
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
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. 9-504-P03
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: 9 November 2004
Length: 7 pages
Data source: Field research
Topics: Sales; Sales strategy; Information technology; Customer Relationship Management (CRM); Applications
View full details
Case
-
Reference no. 9-506-S26
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: 26 August 2002
Revision date: 24-Apr-2019
Length: 7 pages
Data source: Field research
Topics: Sales; Sales strategy; Information technology; Customer Relationship Management (CRM); Applications
View full details