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Comdial Corporation
Spekman, Robert E.; Portmann, John E.
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Comdial Corporation
Spekman, Robert E.; Portmann, John E. Case M-0536 / Published January 19, 1998 / 26 pages.
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Product Overview

Set in a telecommunications context, this case helps students understand the channel pressures facing a firm as it develops new technology. Comdial has introduced a new technology (CTI), and is questioning whether its existing channels have sufficient expertise to market the product successfully and what activities it must perform to complement the channel-marketing efforts.




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  • Overview

    Set in a telecommunications context, this case helps students understand the channel pressures facing a firm as it develops new technology. Comdial has introduced a new technology (CTI), and is questioning whether its existing channels have sufficient expertise to market the product successfully and what activities it must perform to complement the channel-marketing efforts.

  • Learning Objectives