Category: HBS Organizational Behavior Case Solution

  • Plains Ventures Investing in the Heartland Panos Markou Christopher Parker Amy Klopfenstein

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    In 1986, Lotus Development Corp introduced the Channel Choice Direct product. This product was intended to enable small and midsize businesses to obtain the Lotus products directly from their dealer through a call center or a branch office. The Channel Choice Direct product, unlike the earlier product called Direct Channel, was built to simplify the distribution process. The product was introduced with high hopes, and it was meant to complement the growth of Lotus sales. However, it failed to live up to expectations and Lotus was left with a massive loss.

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    In the late 1970s, the computer-world had undergone a complete revolution. Before that time, computers had been reserved for special-purpose institutions, research centers, or the military. But the growth of personal computers and network connectivity was transforming that world by leaps and bounds. In the 1980s, it happened once again, with the release of Lotus 1-2-3, an easy-to-use and user-friendly spreadsheet for personal use. click for more info This revolution was sparked by a