Case | HBS Case Collection | April 1993 (Revised June 1993)

Northern Telecom (B): The Norstar Launch

by Robert J. Dolan

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.

Keywords: Communication Technology; Investment; Product Launch; Product Development; Telecommunications Industry; Canada; United States;

Citation:

Dolan, Robert J. "Northern Telecom (B): The Norstar Launch." Harvard Business School Case 593-104, April 1993. (Revised June 1993.)