| HBS Case Collection
(Revised from original 1993 version)
Hewlett-Packard Imaging Systems Division: Sonos 100 C/F Introduction
The marketing manager for the Imaging Systems business unit (ISY) at Hewlett-Packard Medical Products Group is considering channel strategy and channel management issues raised by the upcoming introduction of a new cardiac imaging product. Product marketing's plans call for the use of indirect distribution channels to enter a new segment; important managers in ISY's direct sales force disagree.
Keywords: Marketing Channels;
Market Entry and Exit;