Group D2

Amod Sardesai
Amrita Dokania
Mora Shreyyanth Chari
Shasikala
Shishir Arya
Srishti Khilnani

Company :
Established in 1981, $30-mn in 1992
Digitizing softwares for printers
2 lines of business :
Retails sales and OEM sales

Planning to develop and market a new network printer

management product.
An add-on product, to be used with other printer softwares
over the network.
Targeting VARs of Novell to include the same in their sale
as an increment.

New Culture under Jim Sole

Increased focus on team cohesion
Incentives linked to team performance
Get ideas approved by other teams before approaching the CEO
Personal objectives and performance metrics were decided with peers
Zero tolerance for personal attacks
More clarity on short-term goals; teams work together
Motivation by increased responsibility, decision making

Growth challenges

Controlled expenses, with focus on R&D and marketing

External recruitment is required for expertise but gives
40% new recruits each year training and orientation
External recruitment
Required to fill up gaps in expertise
Sends wrong signals to existing employees on growth opportunities
Can impose cost in terms of learning time
Perception of shrinking responsibilities
Increasingly specialised roles

Job Requirements / Criteria

Experience with VAR and running a business (Lead time was crucial advantage)
Will need to build and train a strong sales team for direct selling as well as
selecting and convincing VARs.

Experience with networking products.

Make sure the product exactly matched with customer needs.
Personal goals and desires should match with company
Fits in with the new culture that is being tried to develop
Over see the tail end of the development process
Should accept the salary and a compromise title
Should be a decision maker not hide behind decision committees or superiors
(entrepreneurial spirit)

Candidates
Christopher Cowan (50s)

William Wendell (30s)

Description: sometimes abrasive,

headstrong, stubborn.

Description: very political, very focused

on own career

Extensive experience dealing with VAR

Extensive experience dealing with VAR

Prior experience in launch of new product

Developed and implemented nation wide

and OEM

Experience in marketing as well as

training programs

distribution

Has worked under a budget while

Strong sales performance

exceeding targets in distribution

Has managed team of marketing and

Has managed large sales and support

team

Strong performance in sales

Worked with network management
products.

customer support personnel

Candidates
Mitchell Madison (50s)

Fred Fallon (30s)

Work hard and play hard

Start up and product development

experience

Strong sales credentials

Prior experience with recruiting and hiring
sales force

Experience in negotiating corporate

agreements
Prior experience in team selling environment

Experience in marketing as well

Skilled in developing and implementing

internal operations as well (possibly tackle
budgeting issues

Making $30,000 too much hints on

lack of entrepreneurial spirit?

Has not moved too many jobs in

depth expertise

Managed large teams and met large

revenue objectives

Extensive marketing experience

Effective leader (doubled sales rep
productivity)

Recommendation

Hire Fred Fallon :

Ran a successful start-up, good with building a team from scratch working

towards a new business.

Worked on new business development.
They want to develop an entire new business and he is entrepreneurial
Has helped in development of software before thus should be able to help
in the tail end development of this product
Has experience in recruiting (for the sales team)
Personal goals and desires in complete synch with the company
Seemingly good fit with the culture, flexible attitude to deal with new
Prior experience with marketing.
No experience with VARs and networking products.