Amongst the numerous small software companies is Asclepius Consulting in India that have aspirations to eventually turnout to be merchandise businesses as opposed to being services companies.
Asclepius Consulting deals in hospital management information systems and has a product and service offering that's competitive and well received by customers. However, due to lack of capital, the business has been unable to put money into a sales force, and this has developed into an issue of reach. It is now selling out through a mix of resellers (outside parties contracted to sell the software) and an inside sales force.
Now, one of its three co-founders, whose expertise is in business process restructuring and business planning and strategy, is looking at re-evaluating the sales and marketing model in this complex marketplace.
PUBLICATION DATE: January 10, 2014 PRODUCT #: W13563-PDF-ENG
This is just an excerpt. This case is about SALES & MARKETING
Related Case Solutions & Analyses:
How Facts Change Everything (If You Let Them)
Chinas Home Appliances Industry 2004
Appalachian Mountain Club: Transforming Governance
Lawnsite.com vs. DuPont (C): After the Crisis
ESMT’s pitch to EAD Systems (A)
Chorus and Telecom: Building the Boards
Groom Energy Solutions: Selling Efficiency
State Bank of India: Kohinoor Banjara Branch
Vossloh: Restoring Trust after Two Consecutive Profit Warnings
Codevasf
