SaleSoft, start-up firms, markets a comprehensive sales automation Solutions (CSA), which automate the sales of the company, marketing and service functions. Even though the product has received very positive reviews from the perspective of the product complexity and long buying cycle made it difficult for the company to convert interest in orders. SaleSoft now has the opportunity to sell part of the general solution CSAS as a standalone product. This "Trojan horse" (TH) product provides an easy way for companies to expand into new customer accounts, to get a quick sale, as well as generate much needed revenue. However, it has the potential to distract the company from its primary objective and devour CSAS sales. SaleSoft must decide whether to continue or start selling CSAS TH. And, the firm must develop a detailed marketing strategy for the implementation of this decision. "Hide
by Das Narayandas Source: Harvard Business School 22 pages. Publication Date: May 28, 1996. Prod. #: 596112-PDF-ENG
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