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1、www.hbr.orgHBRCASESTUDYANDCOMMENTARYWhatshouldBillOldHandorNewMacLeoddotoputFusilierbackonaBlood?growthtrack?FourcommentatorsofferbyFrankV.Cespedesexpertadvice.•ReprintR0607AFusilierTechnology’sgrowthstrategyhasstalled,theheadofsalesisleaving,thesalesforc
2、eisindisarray.Isabrashoutsiderthecure?HBRCASESTUDYOldHandorNewBlood?byFrankV.CespedesBillMacLeodfeltrelievedwhentheboardtion,wasunderstandablyintimidating.Andmeetingfinallyended.ItwasoneoftheGonzalezwasn’tusedtobeinginthehotseat.toughestsessionshecouldreme
3、mberinhisOvertheyears,hersalesteamswereconsis-sixyearsasFusilierTechnology’sCEO.Butthattentlyoutstandingperformers;theyhadneverwashardlysurprising,giventhemainitemonbeforelostamajoraccount.theagenda:areviewofwhythecompanyhadThelossofChasewasablowtoFusilie
4、r,losttheChaseDynamicsaccount.whichwasbasedinMountainView,California.TheoilservicescompanyhadbeenoneofItssaleshadbeenflatforfiveyears.OnereasonFusilier’slargestandmostloyalcustomers.wasthegeneralslowdowninITspending.ButThedealwasawhopper:a$40millioncon-ther
5、ewasanotherreasonthatworriedMacLeodtracttomakeChase’s23-countryITnetworkevenmore:TheperformanceedgethatFu-state-of-the-artinsecurityandenhancedcross-silierhadlongenjoyedinitscoreproductenterprisecommunication.categorieswaseroding,forcingittocompeteElenaGo
6、nzalez,theveteransalesdirectorincreasinglyonprice.responsiblefortheaccount,didn’texactlycoverThetimingwasn’tgreatforGonzalezeither,herselfingloryduringthemeeting.WhenafewMacLeodmused.Shewastheleadinginternalboardmembers,ledbyEdZorthian,cross-candidatetosu
7、cceedMarkHartleyasvicepresi-examinedher,shegrewincreasinglyflustered.dentofsales.BeinggrilledbyaSiliconValleylegendlikeGonzalez,animposingwomanwithawarm,Zorthian,whohadfoundednotonebuttwoofroundface,defendedthesalesteamresponsibletheValley’sgiants,SiliconD
8、evicesandDexima-fortheChaseaccount,butZorthianwasn’tbuy-OPYRIGHT©2006HARVARDBUSINESSSCHOOLPUBLISHINGCORPORATION.ALLRIGHTSRESERVED.CHBR’scases,whicharefictional,presentcommonmanagerialdilemmasandofferconcretesolutions
