Relates to the development, introduction and first year sales of Vision, a telecommunications service aimed at small and medium-sized enterprises. Introduced in 1990 exceeded Vision goals this year, but well below the target in the first quarter in 1991. A divisional vice president must analyze the situation and recommend appropriate actions.

Relates to the development, introduction and first year sales of Vision, a telecommunications service aimed at small and medium-sized enterprises. Introduced in 1990 exceeded Vision goals this year, but well below the target in the first quarter in 1991. A divisional vice president must analyze the situation and recommend appropriate actions.
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Frank V. Cespedes
Source: Harvard Business School
21 pages.
Publication Date: Oct 27, 1993. Prod #: 594057-PDF-ENG
MCI Vision (A) (Condensed) HBR case solution