This Case is about BRANDING
PUBLICATION DATE: January 28, 2013 PRODUCT #: INS255-HCB-ENG
The case describes a number of blue ocean strategic moves created by Salesforce.com in the CRM program marketplace. B2B supervisors frequently find that they are locked into supplying their immediate customers with products of particular kinds and specifications. But in fact, value innovation can take place on the three platforms of a company offering, i.e., merchandise, service and delivery. Salesforce.com’s strategic moves offer an exemplary demonstration of the way in which a firm can efficiently create and revive its blue ocean in the B2B area by worth innovating its single business on the merchandise, service and delivery platforms alternately. The case is accompanied by an all-inclusive teaching note that examines and describes the vital strategic moves of Salesforce.com using leading BOS frameworks and tools.