Ivey Publishing
SalesDriver: The Lorimer Request
Product Number:
9B01E002
Publication Date:
01/30/2001
Revised Date:
12/17/2010
Length:
10 pages
Product Type:
Case (Field)
Source:
Ivey
SalesDriver.com (SalesDriver) was a Boston-based e-commerce application service provider that provided a turnkey solution for sales managers to manage their sales contests online. It had just achieved its 1,000th user mark and had the opportunity to snag software giant Lorimer Development Corp. (Lorimer) as a new client. The solution Lorimer had requested would alter SalesDriver's current product by including functionality that other users might not need. The general manager had to evaluate the economies of scale by keeping one product for all users, and the economies of scope by tailoring the product for individual customers. Developing the added function as a one-off would take significantly less development time than adding the function to the site and making it available to all customers. He had to decide which approach was best in the long run.
Issues:
Disciplines:
Entrepreneurship,  Information Systems
Industries:
Administrative, Support, Waste Management and Remediation Services
Setting:
United States, Small, 2000
Intended Audience:
Undergraduate/MBA
Price:
$4.25 CAD / $4.25 USD Printed Copy
$3.75 CAD / $3.75 USD Permissions
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