個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
Stick to the Strategy or Make the Sale? (HBR Case Study and Commentary)
內容大綱
Lumiscape, a manufacturer of high-tech streetlights, has recently decided to switch from a direct sale business model to a subscription service, in which customers would get installation, maintenance, and monitoring software bundled with the product. Part of the reasoning is that customers haven't been extracting all the potential value in their streetlights. Now a customer wants to hugely increase its order--but through a direct sale. With commentary by Scott Burns, of GovDelivery, and Jack Kutner, of Bigbelly.