Case Name :      Microsoft Canada: Sales & Product Management Working Together

Authors :           Donald Barclay, Ken Mark

Source :             Ivey Publishing

Case ID :            905A15

Discipline :        Marketing

Case Length :    04 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

Due to differences in incentive compensation, work experience, and objectives, sales and marketing, in many organizations often clash. At Microsoft Canada, the national sales manager, Home & Entertainment Division and the group product manager for PC marketing are considering investing a recurring $1 million a year – 10 per cent of their combined promotional budget – to produce and maintain a consumer-focused website, “Microsoft Home Magazine.” This proposed investment comes at a time where sales growth is slowing in the firm’s PC business. As a surprising twist for students, this case is unique in the sense that it highlights an example where sales and marketing work together to achieve a common goal.