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Commercial Sales Transformation at Microsoft
內容大綱
Industry leaders should adapt to changes in the business context and consider different ways to grow. Advances in technology had shifted software demand to the cloud. As a result, Microsoft announced a strategic shift in direction from its existing 'Windows first' strategy to an 'AI/cloud first' strategy to capture the increasing demand for digital transformation solutions. In line with this change in the overall firm strategy, Microsoft had to come up with a viable go-to-market plan that would align its new commercial strategy with sales, partners, products, services, and customers in order to drive long-term growth without hurting current revenue or profits. The case outlines the challenges involved in transforming the sales strategy of a well-established firm to better serve customers.