The Schneirocksie Corporation

Kellogg School of Management Cases

ISSN: 2474-6568

Publication date: 20 January 2017


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.



Dewar, R. (2017), "The Schneirocksie Corporation", Kellogg School of Management Cases.

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