Publications
Publications
- April 2000 (Revised September 2001)
- HBS Case Collection
Peppers and Rogers Group, The
By: John A. Deighton
Abstract
Can two successful authors build a scalable consulting practice based on their unique view of customer relationship management (CRM)? Should they emphasize strategy or execution? The case describes how Peppers and Rogers grew from two people earning speaker fees to a 160-person publishing, consulting, and Internet technology promotion company. Now they want to grow faster and take advantage of the IPO capital market that has enabled the birth of competitors like Scient, Viant, and Zefer in the market for e-commerce and dot.com consulting.
Keywords
Customer Relationship Management; Growth and Development; Information Publishing; Going Public; Strategy; Competition; Internet; Consulting Industry
Citation
Deighton, John A. "Peppers and Rogers Group, The." Harvard Business School Case 500-096, April 2000. (Revised September 2001.) (request a courtesy copy.)