Siebel Systems: Anatomy of a Sale, Part 3

Case Solution

John Deighton, Das Narayandas
Harvard Business School ()

How does a $ 2 million software sale work? This case follows Siebel Systems’ efforts to sell lead management software to discount broker Quick & Reilly. The purchase process is mapped over four years. It goes through the last six months from Siebel’s initial engagement through a competitor Oracle challenge to climax. The structure of the Quick & Reilly shopping center is shown, as well as the role of parent company Fleet Bank. The fortunes of the sale rise and fall as the Siebel account manager faces one obstacle after another. Presented in three parts, with opportunities to debate the account manager’s choices and actions at each state. Part 3 describes the unfolding of the sale over a 4year period.

We don‘t have the case solution, but we pay up to $50 for yours!

  • Set a reminder to receive an email after your university‘s case study deadline.
  • Upload your case study solution. We will review it for quality.
  • Get your money via PayPal or to your bank account.