Case | HBS Case Collection | November 2006 (Revised December 2006)

Pitney Bowes Inc.

by Clayton M. Christensen and Ho Howard Yu


Pitney Bowes, the world's dominant maker of equipment used in generating and handling mail, is facing flattening growth in its core businesses and needs to create new growth products and businesses. Describes how a group of employees use state-of-the-art techniques for understanding customers' needs to conceive and develop a postage meter for small businesses. Also describes the challenges the team faced in forging an appropriate disruptive channel to this market.

Keywords: Expansion; Corporate Entrepreneurship; Distribution Channels; Growth and Development Strategy; Manufacturing Industry;


Christensen, Clayton M., and Ho Howard Yu. "Pitney Bowes Inc." Harvard Business School Case 607-034, November 2006. (Revised December 2006.)