Jee Eun Lee

The case describes a series of blue ocean strategic moves made by Salesforce.com in the CRM application market. In particular, the case addresses the concern of business executives over the applicability of blue ocean strategy in the B2B area. B2B managers often find that they are locked into providing products of certain types and specifications to their immediate customers.

Published 26 Jun 2018

Reference 5911

Topic Strategy

Industry Computer Software

Region Global

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This case focuses on Skype in the voice-over-IP (VoIP) industry. Its offering created such exceptional utility for users around the world that Skype has become a verb – to “skype” someone means to call someone using the Skype application. Yet despite explosive growth in demand, the company was not profitable in four out of the five years prior to its acquisition by Microsoft in 2011.

Published 25 Feb 2013

Reference 5949

Topic Strategy

Industry Information Technology and Services E-Commerce

Region North America

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The case describes a series of blue ocean strategic moves made by Salesforce.com in the CRM application market. In particular, the case addresses the concern of business executives over the applicability of blue ocean strategy in the B2B area. B2B managers often find that they are locked into providing products of certain types and specifications to their immediate customers.

Published 28 Jan 2013

Reference 5911

Topic Strategy

Industry Computer Software

Region Global

View case