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Preparation Questions for the Cases to be used in the Program

Please use the questions below in your preparation of the cases.

Salesoft Inc (A) – HBS Case 596112 1. What is your plan? Do you plan to continue with PROCEED or will you introduce the TH product? Provide support for your plan. 2. What is the buying cycle for PROCEED? Who are the people involved in the purchase of a CSAS solution? What is the role of consultants? 3. Quantify the benefits of CSAS to a customer using the information given in Exhibit 7. 4. What value does TH provide a customer? How is this different from the customer value delivered by PROCEED? 5. What is a Trojan Horse? How does it facilitate customer acquisition and retention? 6. How will you price TH? 7. How do you think SaleSoft’s organization structure will affect its ability to sell PROCEED or TH?

Case: WESCO Distribution Inc., HBS case No. 9-598-021

1. What is your action plan? Do you recommend that WESCO be proactive in managing its NA program or would you prefer that WESCO adopt a passive approach? 2. Where and how does WESCO add value to its suppliers? Its customers? 3. Why did WESCO start the NA program? What are its benefits to WESCO? 4. Why do you think the NA program is it not delivering on its promises? 5. What does Case Exhibit 5 tell us? Is there something that we can learn about the issues involved in implementing the NA program? 6. What about the NAM capacity issue? 7. Going ahead, what is going to happen? Can this NA program be sustained over time? What will happen if other competitors also develop NA programs? 8. How does all this attention being paid to the NA program affect WESCO's ability to serve its other customers? 9. What should WESCO do with the NA program? What are your recommendations?

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