Case | HBS Case Collection | October 2000 (Revised April 2005)

Z Corporation

by Joseph B. Lassiter III, Matthew C. Lieb and Tom Clay

Abstract

Tom Clay, president of Z Corp., and founder/CEO Marina Hatsopolous must decide between using a direct sales force or using a value-added reseller to begin selling the company's new 3-D printing prototype manufacturing system.

Keywords: Technological Innovation; Salesforce Management; Distribution Channels; Conflict and Resolution; Technology Industry;

Citation:

Lassiter, Joseph B., III, Matthew C. Lieb, and Tom Clay. "Z Corporation." Harvard Business School Case 801-210, October 2000. (Revised April 2005.)