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Thumbnail image for product with reference number 9-596-063
Northern Telecom (A): Advantage & Disadvantage
Case
-
Reference no. 9-596-063
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School); Sylvie Ryckebusch (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1995
Version: 2 June 1997
Length: 12 pages
Data source: Field research
Topics: Market research; Target markets; Product development; Product introduction
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Abstract

Mike Ennis, general manager of Northern Telecom's Business Products Division, recommends a new solution for replacing Vantage, an unsuccessful product for Northern Telecom. The case documents in detail the voice of the customer. Students are required to discuss the merits of Ennis's proposal.
Location:
North America
Industry:
Telecommunications
Size:
Large, 57,000 employees, USD8.8 billion revenues
Other setting(s):
1985-1988
Thumbnail image for product with reference number 9-596-064
Compact case
Northern Telecom (B)
Supplement
-
Reference no. 9-596-064
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School); Sylvie Ryckebusch (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1996
Version: 28 April 2008
Length: 2 pages
Data source: Field research
Topics: Market research; Target markets; Product introduction
View full details
Thumbnail image for product with reference number 9-596-065
Northern Telecom (C): Norstar Is Born
Supplement
-
Reference no. 9-596-065
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School); Sylvie Ryckebusch (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1995
Version: 2 June 1997
Length: 12 pages
Data source: Field research
Topics: Market research; Product introduction
View full details

About

Abstract

Mike Ennis, general manager of Northern Telecom's Business Products Division, recommends a new solution for replacing Vantage, an unsuccessful product for Northern Telecom. The case documents in detail the voice of the customer. Students are required to discuss the merits of Ennis's proposal.

Settings

Location:
North America
Industry:
Telecommunications
Size:
Large, 57,000 employees, USD8.8 billion revenues
Other setting(s):
1985-1988

Related

Thumbnail image for product with reference number 9-596-064
Compact case
Northern Telecom (B)
Supplement
-
Reference no. 9-596-064
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School); Sylvie Ryckebusch (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1996
Version: 28 April 2008
Length: 2 pages
Data source: Field research
Topics: Market research; Target markets; Product introduction
View full details
Thumbnail image for product with reference number 9-596-065
Northern Telecom (C): Norstar Is Born
Supplement
-
Reference no. 9-596-065
Subject category: Marketing
Authors: Robert J Dolan (Harvard Business School); Sylvie Ryckebusch (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1995
Version: 2 June 1997
Length: 12 pages
Data source: Field research
Topics: Market research; Product introduction
View full details