The Schneirocksie Corporation

Kellogg School of Management Cases

ISSN: 2474-6568

Publication date: 20 January 2017

Abstract

To make students aware of the design changes required to move from an asset-based organization to one that is market/customer focused. The case invites students to consider (1) whether a traditional company should make this transition with gradual internal change or via an acquisition that already incorporates the change; (2) how to transform a product-focused sales force into one capable of solutions selling; and (3) how one should create an effective strategic account position.

Keywords

Citation

Dewar, R. (2017), "The Schneirocksie Corporation", Kellogg School of Management Cases. https://doi.org/10.1108/case.kellogg.2016.000364

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Publisher

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Kellogg School of Management

Copyright © 2009, The Kellogg School of Management at Northwestern University

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