Case Name :      Asclepius Consulting: The Sales Force Dilemma

Authors :           Sreeram Sivaramakrishnan

Source :             Ivey Publishing

Case ID :            W13563

Discipline :        Marketing

Case Length :    13 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Asclepius Consulting is one of the many small software companies in India that have aspirations to become product companies as opposed to being services companies. Asclepius Consulting deals in hospital management information systems and has a product and service offering that is competitive and well received by customers. However, due to lack of capital, the company has been unable to invest in a sales force, and this has created a problem of reach. It is currently selling through a combination of resellers (external parties contracted to sell the software) and an inside sales force. Now, one of its three co-founders, whose expertise is in business process restructuring and business planning and strategy, is looking at revisiting the sales and marketing model in this complex marketplace.