Publications
Publications
  • November 1995 (Revised June 1997)
  • Case
  • HBS Case Collection

Northern Telecom (A): AdVantage & DisadVantage

By: Robert J. Dolan and Sylvie Ryckebusch
  • Format:Print
  • | Pages:12
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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.)

About The Author

Robert J. Dolan

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