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.

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