Pitney Bowes, the world’s dominant manufacturers in the production and handling mail is used, is facing flattening growth in the core businesses and, in order to create new products and business growth. Describes how a group of employees state-of-the-art techniques for understanding the customer needs to design and develop a franking machine for small business. The team describes the challenges in forging an appropriate channel for this disruptive market faced.

Pitney Bowes, the world’s dominant manufacturers in the production and handling mail is used, is facing flattening growth in the core businesses and, in order to create new products and business growth. Describes how a group of employees state-of-the-art techniques for understanding the customer needs to design and develop a franking machine for small business. Also describes the challenges the team faced in forging a disruptive appropriate channel for this market.
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from
Clayton M. Christensen,
Howard Yu
Source: Harvard Business School
15 pages.
Publication Date: Nov 17,, 2006. Prod #: 607034-PDF-ENG
Pitney Bowes, Inc. HBR case solution

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