How does $ 2 million in software sales happen? This case traces the efforts of Siebel Systems, to market leading management software to discount broker Quick and Reilly. The purchase process goes more than four years. Covers in detail the last six months - from the initial part Siebel, to challenge from rival Oracle to climax. Structure shopping center quickly and Reilly shows how the role of the parents, Fleet Bank. The fate of sales going up and down as manager Siebel attention is one obstacle after another. Presented in three parts, with the opportunity to discuss the selection of the manager and the action in each state. Part 3 describes the deployment of sales over a 4-year period. "Hide
by John Deighton, Das Narayandas Source: Harvard Business School 7 pages. Publication Date: August 26, 2002. Prod. #: 503023-PDF-ENG
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