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  • October 1993 (Revised February 1995)
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MCI Vision (A) (Condensed)

By: Frank V. Cespedes
  • Format:Print
  • | Pages:21
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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

Citation

Cespedes, Frank V. "MCI Vision (A) (Condensed)." Harvard Business School Case 594-057, October 1993. (Revised February 1995.)
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About The Author

Frank V. Cespedes

Entrepreneurial Management
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More from the Author
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
  • Using Simulations to Upskill Employees By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
  • Aphro Beverages By: Frank V. Cespedes and Amram Migdal
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