Avaya (A) - How To Go To Market

Avaya (A) - How To Go To Market

By
Mark Leslie, Alex Tauber
2005|Case No.E184A

For three years after its spin-off from Lucent in late 2000, Avaya struggled with how to best structure its go-to-market organization. The case chronicles Avaya’s repeated attempts to create an effective go-to-market structure. It finally ends in late 2003 when Don Peterson, the CEO, must chose between four final options.

Learning Objective
This material is available for download by current Stanford GSB students, faculty, and staff, as well as Stanford GSB alumni. For inquiries, contact the Case Writing Office.