Sub Category : Organization Structure, Sales Transformation
Case Description Microsoft recognized the urgency for a change in its business model from the traditional "Windows first" strategy, with its reliance mainly on the sales of on-premises licensed software. Thus, the company began to shift its strategy to an "AI/cloud first" strategy to capture the growing area of digital transformation.
In accordance with the shift in strategy, Microsoft needed to come up with a viable go-to-market plan that would align its new commercial strategy with sales, partners, products and services, and customers to drive long-term growth without hurting current revenue or profits.
Learning Outcomes 1. Understand the various elements that need to be addressed when revamping sales organisations 2. Discuss the challenges involved in transforming the sales strategy of a well-established firm.
Duration : Up to 120 Mins
Min Participants : 10 Max Participants : 24
Keywords : Harvard, HBS, Microsoft, Business Management, Sales Transformation
