Fiserv, a pioneer in the field of electronic payments, we would like to increase the number of customers who receive bills electronically. Currently, adoption is relatively low. To help them in their efforts, Fiserv managers have done extensive research on customer and market segments based on customer perception of e-invoicing. Students should recommend which segments of the target and why. To support their recommendations, students must calculate the likely financial costs and benefits of adoption to estimate the probability of return for targeting different segments, targeting and positioning to make recommendations based on these calculations. Because Fiserv in direct customer billers (such as utilities and credit card companies) and its end-users are individual consumers, allows the body to focus on B2B and B2C questions. "Hide
by Kent Grayson, Eric Leiserson, Sachin Waikar Source: Kellogg School of management, Northwestern Univ. 10 pages. Publication Date: October 30, 2009. Prod. #: KEL487-PDF-ENG
Related Case Solutions & Analyses:
Ad Lib: When Customers Create the Ad
Jadelink and the Luxury Goods Market in China
Reducing the Risks of New Product Development
AstraZeneca Prilosec and Nexium: Case Supplement
Boeing and Airbus: Competitive Strategy in the Very-Large-Aircraft Market
Myriad (B): Breast Cancer Testing in Britain
Renault-Volvo Strategic Alliance A: March 1993
Nike Inc. in the 1990s (B): Strategy and Management Changes–1993-94
Managerial Networks
Digital Equipment Corp.: The Endpoint Model (B2)
