Case | HBS Case Collection | November 1995 (Revised June 1997)

Northern Telecom (A): AdVantage & DisadVantage

by Robert J. Dolan and Sylvie Ryckebusch


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; Product Launch; Management Teams; Product Development; Telecommunications Industry; Canada;


Dolan, Robert J., and Sylvie Ryckebusch. "Northern Telecom (A): AdVantage & DisadVantage." Harvard Business School Case 596-063, November 1995. (Revised June 1997.)