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Case
| HBS Case Collection
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1993
(Revised from original 1993 version)
Northern Telecom (B): The Norstar Launch
by
Robert J. Dolan
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Abstract
Northern Telecom has spent $50 million to develop a new family of telephone systems for small businesses. The investment proposal was justified on the basis of appreciable market share impact. Now, the project team must develop the appropriate supporting marketing program for the launch of the product in two markets--the United States and Canada.