Publications
Publications
- March 2001 (Revised March 2003)
- HBS Case Collection
Syncra Systems
Abstract
Syncra Systems makes Internet-based software that allows supply chain partners to compare disparate forecasts and production plans, to uncover any discrepancies among them, and to address these issues. However, many potential Syncra customers perceive that they will pay for the software that will benefit others, making Syncra's products a questionable investment. Syncra must find effective ways to address this concern during the sales process. In addition, the company must decide how to best position its products for the marketplace, where they can potentially add great value.
Keywords
Product Positioning; Internet and the Web; Supply Chain Management; Applications and Software; Sales
Citation
McAfee, Andrew P., and Mona Ashiya. "Syncra Systems." Harvard Business School Case 601-035, March 2001. (Revised March 2003.)