The B case describes the different strategies initiated my Ms. Murville as she attempts to correct the problems highlighted in the A case. This case develops the thinking and the rationale for Telezoo’s new approach to the market and describes how the plan was executed. In addition, the case describes aspects of B2B exchanges and develops an argument for approach advocated by Telezoo. The case also discusses the role of the Internet in developing a comprehensive go to market channels strategy.
Darden Business Publishing – University of Virginia