Lotus Development Corp., the number one Microsoft product enterprise for its customers has traditionally sold through a distributor retail dealer network. In early 1986, the company is considering the possibility of selling directly to large customers. Students are expected to analyze the pros and cons of such a change in their decisions.

Lotus Development Corp., the number one Microsoft product enterprise for its customers has traditionally sold through a distributor retail dealer network. In early 1986, the company is considering the possibility of selling directly to large customers. Students are expected to analyze the pros and cons of such a change in their decisions.
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from
V. Kasturi Rangan,
Douglas R. Scott
Source: Harvard Business School
17 pages.
Publication Date: Sep 22, 1986. Prod #: 587 078 PDF-ENG
Lotus Development Corp. Channel selection: Direct Allocation vs. HBR case solution