Caselet Code : CLSDM019
Publication date : 2005
Subject : Sales and Distribution Management
Industry : Software
Length :
 3 Pages
Price :  Rs. 100 (Detailed Pricing Info)

To download this short case study (No. CLSDM019) click on the link below, and select from the list:

» Sales and Distribution Management Caselets

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Abstract

This caselet gives a brief introduction about Computer Associates International Inc. (CA), a software management company based in the US. In the early 2000s, CA felt the need to organize its selling and focus on territory designing and channel management. This caselet discusses the territory management model adopted by CA and the issues involved therein.

Issues:

» Territory management as a tool for improving sales
» Challenges in adopting a different channel strategy

 
Key words:

Computer Associates, software management, sales force, channel partners, resellers, territory, direct sales.

Questions for Discussion:

1. CA had a system whereby its salespersons looked after a thousand named accounts with no territory responsibility. Compare and contrast this system with its new model, bringing out the advantages and disadvantages in the new system.

2. With new territory allocations, the sales team became responsible for revenue generated by the resellers or channel partners and had to work in tandem with them. Bring out the challenges faced by CA in this regard and the possible solutions to combat them.