Case Study

Old Hand Or New Blood

 Submitted By : Kameshwari
Purusothaman
 Submitted to : Dr. Karpagam ISBR
 o Bill Macleod - CEO (Fusilier Technology’s)
o – Sales Director (Fusilier Technology’s)
Case Study
o EdZorthian - Founder & Share holder of (Fusilier
Old Hand Or New Blood Technology’s (Silicon Services & Deximation)
o Mark Hartley – Vice President of Sales (Fusilier
Technology’s)
o Paaul Holmes - CIO (Chase’s )
o Prof. Joan Creeley - Board Member (Fusilier Technology’s)
o Morgan Kingley - Venture Capitalist (Fusilier Technology’s)
o Bill Hermann – Founder (Fusilier Technology’s)
Individuals o
o
Mike Balestra – Founder (Fusilier Technology’s)
Liz McGowan - Service Head (Professional Service)
Involved in o Jon Shapiro – M&A (MegaLeap Technologies)

the Case
Study
Case Study  Fusilier Technology’s growth strategy has
Old Hand Or New Blood stalled.
 IT spending, slow down the curve for five years.
 Focusing on single department client.
 Sales Training (focused on product feature and
cost performance).
 To accelerate implementation of new strategy .
 Challenges Building relationship with IT client.
Identify the  A New Hand Jump Start (Jon Shapiro).

Situation 

Experienced Personnel (Elena Gonzolez).
Getting New system , solution and feedback
team.
 Sarbanesoxley (Act.., To Protect share holders,
employees & public from accounting.
Case Study  Product Team was not giving best.
Old Hand Or New Blood  Underestimated they magnitude of the
necessary changes.
 Most of the clients are from IT department
 The loss of Chase was a blow to Fusilier.
 Lack of support from Product and Service
departments.
Identity  Lack of roles understanding.

the
Issues
  Internal Job selling.
Case Study
 Implementation of new Strategy. Building
Old Hand Or New Blood
relationship with executives.
 Deploying sales force.
 Sales Training and focused on product features.
 Cost-Performance
 Integrated solutions strategy.

Identify the
Strategy
Case Study  Sales Team need to shaken up.
Old Hand Or New Blood  New System solution team.
 Giving a opportunity to New Blood.
 Focusing on most of the department client.
 Better communication between the
departments.
Identify
the
Solution
Thank You