MCI Vision (A) (Condensed)

Frank V. Cespedes

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Case | HBS Case Collection | October 1993 (Revised February 1995)

MCI Vision (A) (Condensed)

by Frank V. Cespedes

Abstract

Concerns the development, introduction, and first-year sales performance of Vision, a telecommunications service aimed at small- and medium-sized businesses. Introduced in 1990, Vision surpassed goals in that year, but was significantly below target in the first quarter of 1991. A divisional vice president must analyze the situation and recommend appropriate actions.

Keywords: Change Management; Cost vs Benefits; Decision Choices and Conditions; Goals and Objectives; Management Analysis, Tools, and Techniques; Marketing Strategy; Product; Sales; Competitive Strategy; Valuation;