| HBS Case Collection
(Revised June 1997)
Northern Telecom (A): AdVantage & DisadVantage
Mike Ennis, general manager of Northern Telecom's Business Products Division, recommends a new solution for replacing Vantage, an unsuccessful product for Northern Telecom. The case documents in detail the voice of the customer. Students are required to discuss the merits of Ennis's proposal.
Keywords: Demand and Consumers;