Salesoft Inc

SaleSoft Inc.’s Primary Objective

“To become a leader in the high end of the Sales Automation software industry”

Why SaleSoft should not proceed with launching TH?

TH would be targeted at organizations wanting to implement SA solutions in general or who lack awareness about it. Many of these organizations would go ahead with implementing TH and would not want to implement PROCEED. These organizations will also be targeted by giants like Microsoft and Lotus as well as CMS vendors. Competition from such cash rich and experienced companies might force SaleSoft out of the industry.

There would be other organizations who would want to further their SA initiative and implement CSAS. SaleSoft will not be able to capture this market as its product PROCEED would not be ready by then and other vendors would be ready to capture the market.

We can hence conclude that the ultimate objective of launching TH to capture customer base for PROCEED will, most likely, not be achieved.

Investigate whether launching TH creates required funds

Another issue with launching TH could be that it could create confusion in the mind of SaleSoft CSAS buyers. By the time PROCEED is launched, the buyers could be viewing SaleSoft at the low end of the SA software industry.

Furthermore, TH should not be launched as a stepping stone for PROCEED as SaleSoft is not an established company in this industry and hence does not have buyer’s loyalty.

Why should SaleSoft not proceed with TH?

TH will definitely result in distracting SaleSoft from its primary objective. In addition, it will cannibalize sales from PROCEED that SaleSoft is currently marketing. So this will not be favourable as PROCEED will be more profitable than TH in the long run.

Further, TH will result in preventing SaleSoft from forming relationships with consultants whose support is critical to the success of PROCEED.

Finally as discussed above, there will be a huge competition for TH from big market...