Avaya (B), Implementing The New Go-To-Market Model

By Mark Leslie, Alex Tauber
2005 | Case No. E184B

This case is a follow up of the Avaya A case. The Avaya A case deals with creating a go-to-market organizational structure for the company. The Avaya B case focuses on many of the issues associated with rolling out the new go-to-market structure. The case focuses on four specific issues. First, what are the top initiatives that Lou D’Ambrosio, the Senior VP of the new sales organization, should focus on as he prepares to roll-out the organization? Second, how should Avaya’s 25,000+ customers be segmented? Third, a new and effective compensation system needs to be developed for the direct sales force. Fourth, how should Avaya restructure its indirect channel relationships?

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