MCI Vision (A) (Condensed)

Case Solution

Frank V. Cespedes
Harvard Business School ()

Refers to the development, introduction and sales performance in the first year of Vision, a telecommunications service for small and medium-sized businesses. Launched in 1990, Vision exceeded targets for that year, but fell far short of targets in the first quarter of 1991. A division vice president should analyze the situation and recommend appropriate action.

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