Case ID: R0407X     Solution ID: 30951

Cross Selling or Cross Purposes HBR Case Study Case Solution


For instructing purposes, this is the case only form of the HBR case study. The commentary just form is available as republication R0407Z. The complete case study and commentary is available as reproduction R0407B. Programming creator TopTek has procured a counseling and frameworks reconciliation firm, for the most part to benefit from the product deals that are a characteristic by-result of counseling engagements. In any case, from various perspectives the two organizations worked better when they were discrete. Prior to the obtaining, the same individuals who conveyed administrations to customers made the counseling company's deals. By difference, TopTek's expert salesmen, every one of them profoundly talented at offering item, took care of offers. Presently the advisors and the salesmen are attempting to cooperate, however they're making a hash of it. For example, the CIO of a TopTek client - a retailer- - is whining that advisors from the procured firm are driving him insane. They have his supervisor's ear, and they're offering extra tasks left and right, empowering interest for a pace of progress that the CIO says the retailer can't deal with. The specialists in the recently constituted TopTek aren't glad either. They get no commissions on items they offer, in light of the fact that commissions for all deals to a record - perpetually - go to the businessperson who caught it in any case. The business power has its own fusses. The specialists aren't much help in winning new business, as per Ron Murphy, TopTek's business VP. What will it take for cross offering to succeed at TopTek? Remarking on this anecdotal contextual investigation in R0407B and R0407Z are Ram Charan, a creator and counselor to CEOs; Caroline A. Kovac, the general chief of IBM Healthcare and Life Sciences; Jerome A. Colletti, a creator and advisor; and Federico Turegano, the overseeing executive of SG Corporate and Investment Banking, an arm of Societe Generale Group.

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