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Microsoft Canada: Sales & Product Management

In: Business and Management

Submitted By 7ndr3y
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MICROSOFT CANADA: SALES & PRODUCT MANAGEMENT
WORKING TOGETHER
INTRODUCTION
Doug Taylor, national sales manager, Home & Entertainment Division (HED), for Microsoft
Canada, was considering PC Marketing’s move to launch a consumer education website. Barry
Zeidenberg, group product manager for PC Marketing, believed that the website (his idea) was key to the long-term development of Microsoft’s personal computer (PC) user base. The cost for the creation and maintenance of this site, “Microsoft Home Magazine,” was estimated at $1 million per year, or 10 per cent of sales’ and marketing’s combined promotional budget. Taylor’s initial reaction was that the money would be better spent in the sales channels, boosting overall sales.
Microsoft Canada – Home & Entertainment Division
The Home & Entertainment Division (HED) was the consumer side of Microsoft Canada’s business
(the other side, enterprise, dealt with the needs of corporations such as General Electric and Bell
Canada). The HED division had two businesses: Xbox and PC. HED’s PC business consisted of consumer software, commercial software and hardware. Consumer software consisted of brands such as Encarta, Money and Works. Commercial software included applications such as Windows,
Office and Excel. Hardware included mice and keyboards. HED had performed extremely well, and
Microsoft Canada depended on it for a significant portion of its revenue and profits from consumers. Taylor and Zeidenberg had both worked in consumer packaged goods companies such as Coca-
Cola and Unilever. Each had experience in both sales and marketing roles prior to their arrival at
Microsoft. Although Taylor had been with Microsoft since 1998, Zeidenberg had more recently joined the company, in 2001. Both reported directly to Greg Barber, head of HED:
Taylor, national sales manager, Home & Entertainment Division, managed…...

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