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Stick to the Strategy or Make the Sale? (Commentary for HBR Case Study)

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Lumiscape, a manufacturer of high-tech streetlights, has recently decided to switch from a direct sale business model to a subscription service, in which customers would get installation, maintenance, and monitoring software bundled with the product. Part of the reasoning is that customers haven't been extracting all the potential value in their streetlights. Now a customer wants to hugely increase its order--but through a direct sale. With commentary by Scott Burns, of GovDelivery, and Jack Kutner, of Bigbelly. For teaching purposes, this is the commentary-only version of the HBR case study. The case-only version is reprint R1607X. The complete case study and commentary is reprint R1607K.

【書誌情報】

ページ数:3ページ

サイズ:A4

商品番号:HBSP-R1607Z

発行日:2016/7/1

登録日:2016/7/11

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