XcelleNet, Inc. (A)

Case Solution

Stephen P. Bradley, Richard L. Nolan, James Leonard
Harvard Business School ()

XcelleNet, a $ 35 million systems software company based in Atlanta, was founded in 1986 to meet the computing needs of a class of remote and mobile users and data that rarely connect to a network. Although XcelleNet was the clear pioneer and market leader in the Remote Business Computing segment in 1996, successive waves of network technologies such as Remote LAN Access, Groupware, and Internet / Intranet brought them to a standstill. The company’s founder and CEO, Dennis Crumpler, needs to formulate a strategy to leverage the first-mover advantage of XcelleNet and respond to the opportunities created by these new technologies.

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