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Case
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Reference no. 9-501-003
Subject category: Marketing
Authors: Miklos Sarvary (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2000
Version: 10 April 2001
Length: 16 pages
Data source: Field research
Topics: Distribution channels; Internet; Product planning & policy; Software
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Abstract

Kana is a young Internet software company wondering how it should react to the rapid emergence of Application Service Providers (ASPs), firms that host software applications for customers who can reach those via the Internet. ASPs may be a new channel of distribution for software vendors. Issues of channel design, channel conflict, and resource allocation are all addressed.
Teaching note
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Reference no. 5-501-036
Subject category: Marketing
Authors: Miklos Sarvary (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2001
Version: 16 November 2000
Length: 9 pages
View full details

About

Abstract

Kana is a young Internet software company wondering how it should react to the rapid emergence of Application Service Providers (ASPs), firms that host software applications for customers who can reach those via the Internet. ASPs may be a new channel of distribution for software vendors. Issues of channel design, channel conflict, and resource allocation are all addressed.

Related

Teaching note
-
Reference no. 5-501-036
Subject category: Marketing
Authors: Miklos Sarvary (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2001
Version: 16 November 2000
Length: 9 pages
View full details