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