Complete Case details are given below :
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)
Description for case is given below :
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.
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