Order custom Harvard Business Case Study Analysis & Solution. Starting just $19
VERITAS 1999 (A): Integrating Sales Forces Marketing Strategy Analysis & Solution
Marketing & Sales Case Study Analysis and Solution
At Fern Fort University, we use Harvard Business Review (HBR) marketing principles and framework to analyze VERITAS 1999 (A): Integrating Sales Forces case study. VERITAS 1999 (A): Integrating Sales Forces is a Harvard Business Review case study written by Mark Leslie, James Lattin, Erin Yurdayfor the students of Sales & Marketing. The case study also include other relevant topics and learning material on – Marketing, Mergers & acquisitions, Organizational culture, Sales
Strategic Marketing Analysis of VERITAS 1999 (A): Integrating Sales Forces case study written by Mark Leslie, James Lattin, Erin Yurday will comprise following sections –
- VERITAS 1999 (A): Integrating Sales Forces Case Description
- Marketing Definition
- Market Potential Analysis of VERITAS 1999 (A): Integrating Sales Forces
- Market Share Potential Analysis
- Segmentation and Segment Attractiveness Analysis
- Competition and Competitiveness Analysis of VERITAS 1999 (A): Integrating Sales Forces
- Customer Value Analysis of VERITAS 1999 (A): Integrating Sales Forces case study
VERITAS 1999 (A): Integrating Sales Forces Marketing Case Description
Sales & Marketing Case Study | Authors :: Mark Leslie, James Lattin, Erin Yurday
In October 1998, VERITAS and Seagate's Network Storage and Management Group, which both sold data storage management software, agreed to merge. In terms of employee size and revenues, it was nearly a merger of equals. Until regulatory approval for the merger was granted from the government under the Hart-Scott-Rodino (HSR) Act, the two companies could share only public information, initially limiting due diligence. The companies received HSR approval on December 4, 1998. It had been clear from public information that the two companies offered different products, sold through different channels of distribution, and captured two different customer segments of the market. After all, these differences were regarded as complements and the major justification behind the merger. However, what was not so apparent until HSR approval was the clash in sales force cultures. Paul Sallaberry, an executive at pre-merger VERITAS, assumed the role of executive vice-president of worldwide sales and marketing after the merger. Sallaberry needed to design a sales force integration plan that would take the company to billions of dollars in sales within the next few years without sacrificing any short-term sales momentum. To do so, he had to resolve the issues at hand: culture clashes, disparate compensation structures, overlapping territories, and redundant management positions.
Marketing, Mergers & acquisitions, Organizational culture, Sales
According to American Marketing Association – Marketing is a set of activities that a firm undertakes for creating, communicating, delivering, & exchanging offerings that have value for customers, clients, partners, and society at large.
Kotler explains - Marketing is a process by which organizations can create value for its potential and current customers and build strong customer relationships in order to capture value in return.
Market Potential Analysis of VERITAS 1999 (A): Integrating Sales Forces
Market potential analysis comprises evaluating the overall market size of the related product that the firm is planning to launch. This will involve defining – Why the target market segment needs the product and how it will provide a solution to full its consumers’ needs. Market potential of VERITAS 1999 (A): Integrating Sales Forces products various on factors such as –
- Maturity of the market. In mature markets the profitability is often stable but the market potential is less as most of the players have already taken market share based on the segment they are serving. New players have to go for market share strategies in marketing.
- Technological competence of the existing players and culture of innovation and development in the industry.
- Untapped market sizes and barriers to both enter the market and serving the customers. Often companies can easily see the unfulfilled needs in the markets but they are difficult to serve as there are costly barriers.
- Define the core need that your product is serving and list out all the direct and indirect competitors in the market place. This will help not only in positioning of the product but also in defining or creating a segment better.
- Uncovering the current and untapped market sizes and barriers to serving the larger market. Analyze the areas that you need to sort out while launching the products to wider market and what are the challenges the firm will face in market place.
- Estimate the current stage in product life cycle and its implications for marketing decisions for the product.
Market Share Potential Analysis
- Understanding the buyer behavior model for VERITAS 1999 (A): Integrating Sales Forcesindustry.
- Identifying the market share drivers relevant to VERITAS 1999 (A): Integrating Sales Forces market.
- Segment Attractiveness Analysis – Our analysis will work out which are the most attractive segments and which are the one the firm should go ahead and target. We point out in great detail which segments will be most lucrative for the company to enter.
- Understanding the different needs and relative value of your offering by segment.
- Developing segment priorities and positioning the product based on the product need fit developed by the firm.
Competition & Competitive Position Analysis
- Uncovering customer-based competitive positions for key rivals and firm’s offering. This will not only help in assessing the strengths and weaknesses of the competitors but also help in defining and positioning of the product.
- Developing a positioning and launching strategy. It will require not only distribution channel analysis but also promotion mix for the product.
- Strategic Marketing Planning — the process of developing and maintaining a strategic fit between the organization’s objectives and capabilities and the ever evolving marketing opportunities for its products.
VERITAS 1999 (A): Integrating Sales Forces - Customer Value Analysis
Capturing customer value is essential to marketing efforts as it results in higher return in the form of both current & future sales, greater market share, and higher profits. By creating superior customer value, the organization can create highly satisfied customers who stay loyal and buy more. This, in turn, means greater long-run returns for the firm.
- The crucial role of customer perceived value in acquiring and retaining profitable customers. Product differentiation is often based on building on a value niche that a firm believes that is very important to the customer. This niche contributes to perceived value. If the perceived value is high then customer stay loyal to the product if not then she can switch to the competitor’s product.
- Graphically displaying value differences for deeper understanding and better internal communication. This helps is building a narrative that a customer can identify with. The better the insight more are the chances of connecting with the potential customers.
- Identifying and selecting actionable value creation options. This can help in increasing the customer lifetime value. Customer lifetime value is the value of the entire stream of purchases that the customer would make over a lifetime of patronage.
NOTE: Every marketing case study solution varies based on the details and data provided in the case. We write unique marketing strategy case solution for each HBR case study with no plagiarism. The specific case dictate the exact format for the case study analysis.
You can order VERITAS 1999 (A): Integrating Sales Forces Marketing Strategy Case Study Solution with us at Fern Fort University .
Next 5 Marketing Case Study Solution
- Microsoft Corp.: The Introduction of Microsoft Works Marketing Strategy Solution
- Hewlett-Packard: Manufacturing Productivity Division (A) Marketing Strategy Solution
- Jeff Bezos and Amazon.com Marketing Strategy Solution
- Virgin Mobile USA: Pricing for the Very First Time Marketing Strategy Solution
- SpaceDisk, Inc: Marketing a Global Distributed Application Platform on the Internet Marketing Strategy Solution
Previous 5 Marketing Case Study Solution
- Clearion Software Marketing Strategy Solution
- Xerox Corp.: The Customer Satisfaction Program (A) Marketing Strategy Solution
- Hewlett-Packard: Manufacturing Productivity Division (B) Marketing Strategy Solution
- Green Marketing at Rank Xerox Marketing Strategy Solution
- Blogging: A New Play in Your Marketing Game Plan Marketing Strategy Solution
HBR Case Studies Solutions
- Microsoft Corp.: The Introduction of Microsoft Works Porter, SWOT,& PESTEL Analysis
- Hewlett-Packard: Manufacturing Productivity Division (A) Porter, SWOT,& PESTEL Analysis
- Jeff Bezos and Amazon.com Porter, SWOT,& PESTEL Analysis
- Virgin Mobile USA: Pricing for the Very First Time Porter, SWOT,& PESTEL Analysis
- SpaceDisk, Inc: Marketing a Global Distributed Application Platform on the Internet Porter, SWOT,& PESTEL Analysis