Publications
Publications
  • October 2000 (Revised April 2005)
  • Case
  • HBS Case Collection

Z Corporation

By: Joseph B. Lassiter III, Matthew C. Lieb and Tom Clay
  • Format:Print
  • | Language:English
  • | Pages:20
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Abstract

Tom Clay, president of Z Corp., and founder/CEO Marina Hatsopolous must decide between using a direct sales force or using a value-added reseller to begin selling the company's new 3-D printing prototype manufacturing system.

Keywords

Technological Innovation; Salesforce Management; Distribution Channels; Conflict and Resolution; Technology Industry

Citation

Lassiter, Joseph B., III, Matthew C. Lieb, and Tom Clay. "Z Corporation." Harvard Business School Case 801-210, October 2000. (Revised April 2005.)

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