04/11/2023 1Indian Institute Of Management Raipur

Old Hand or New Blood: A Case Analysis

Nikesh Agarwal (12PGP030)

Rajat Katiyar (12PGP034)

Rishiraj Singh (12PGP035)

Sathiyasundaram (12PGP038)

Suchishmita Roy (12PGP044)

Tejit Mithal (12PGP046)

04/11/2023 2Indian Institute Of Management Raipur

• Summary

• Issues (problematic scenarios)

• Possible alternative solutions

• SW analysis for each alternative

• Proposed solution

Agenda

04/11/2023 3Indian Institute Of Management Raipur

• Fusilier Technologies is in disarray.

• Company VP Sales (Hartley) is leaving, CEO (MacLeod) has to select VP Sales from two very different candidates:• A company veteran (Gonzalez), currently Director Sales, who

has excelled in the company in her stint spanning over multiple decades.

• A brash outsider (Shapiro), considered a mover and shaker, who has experience selling solutions and will shake things in company but doesn’t know the industry

• Lost a large and loyal client recently questioning the capabilities of the existing Director Sales .

• Sales flat for five years.

Summary

04/11/2023 4Indian Institute Of Management Raipur

• Its strategy to sell customized business solutions instead of product performance has stalled.

• Faced two major challenges: • building relationships with executives beyond the IT

department.

• disparate product and service units work seamlessly with each other and sales force.

• Company has to revamp incentives, training, and processes for the sales force.

• Compensation based on individual results so far, training based on product features and cost performance advantages.

• Focus now on customer business issues and delivering a portfolio of products and services of Fusilier and Partners.

• Need to collaborate with new consulting unit, Professional Services, incepted to jump start the solution centric approach.

Summary Contd ..

04/11/2023 5Indian Institute Of Management Raipur

• Mark Hartley, VP of Sales decides to retire – deciding on the recruitment of the successor.

• Choosing between – promoting insider Gonzalez OR selecting Shapiro, an outsider, as next VP of sales

• Choose between two strategies – sell solutions OR product performance

• Relationship development with executives beyond the IT department

• These issues boil down to work out the succession plan of current VP Sales

Issues

04/11/2023 6Indian Institute Of Management Raipur

• Promote Gonzalez as next VP of Sales

• Hire Shapiro as next VP of Sales

• Hire Shapiro for Enterprise Sales and Services organization(made up primarily of people from the new Professional Services organization) AND assign Gonzalez for Product Sales and Services organization

• Recruit a new candidate to replace Mark Hartley as VP Sales

Alternatives

04/11/2023 7Indian Institute Of Management Raipur

• Promote Gonzalez as next VP of Sales

SW Analysis

Strength Weakness

Good work in Sales promoted her quickly to manager post

Doubt whether she could make tough choices

Multiple memorable team victories under her guidance (now legends)

She has good relations with ONLY clients’ IT department managers

Good in closing crucial deals on her own

Doubt whether she is a good strategist

People working with her loved her

Strict in not accepting excuses when quarterly goal is not met

Some of important customers are in good relations with her

Good standing with company brass including CEO

04/11/2023 8Indian Institute Of Management Raipur

• Hire Shapiro as VP of Sales

SW Analysis

Strength Weakness

Experience working across organizational boundaries

Brash behavior

Versatile experience in marketing, strategic M&A, post merger integration, International sales

Never worked in similar industry

Superb analytical mind and Can shake things up

Switches companies frequently

Variety of positions at several technology companies

Always try to overhaul things

Understands the requirements of the integrated solutions very well

Offended CEO in first meeting, difficult to work with for a major strategic shift

04/11/2023 9Indian Institute Of Management Raipur

• Hire Shapiro for Enterprise Sales and Services organization AND assign Gonzalez for Product Sales and Services organization

SW Analysis

Strength Weakness

Internal support becomes stronger

Shapiro don't have experience in this business

Long time customer relationships Switches companies frequently, new initiative might be left in between

A well-thought-out strategy forgrowth, a new organizational model, and the right leadership team

Need to form new department

Variety of positions at several technology companies will help

Expenses of the company increases

Existing contacts of Gonzalez can be leveraged till transition is made

04/11/2023 10Indian Institute Of Management Raipur

• Search a new candidate to succeed Mark Hartley

SW Analysis

Strength Weakness

Reassess the position of VP, empower with EVP with a refined strategic focus

Time Consuming

Gives time to reassess and segmentalize its market for solutions or products focus

Might face opposition from board in light of recent customer loss

Gonzalez stays and her expertise and current contacts can be leveraged

MacLeod still needs to consider revamping the power structure in sales (price flexibility)

CEO will work closely with the new executive team

04/11/2023 11Indian Institute Of Management Raipur

• Promote Gonzalez as next VP of Sales because Proven capability. MacLeod can work closely with Gonzalez to

implement the tough decisions. Increase employee morale. Learning from current client loss will help align

priorities for other and future clients. Promotion would increase her confidence and bring

new enthusiasm in her. Many existing clients are her contacts, mass exodus

in case another candidate replaces her.

Best Alternative

04/11/2023 Indian Institute Of Management Raipur

Thank You