Professional Documents
Culture Documents
Term: V
CMR Enterprises
Das Narayandas, Mary Neuner Caravella
HBS, 2001
Study Questions
1. What should CMR do about the Blackstone account now?
2. How much profit is being generated by CMRs commercial relative to its residential business?
By the Blackstone account?
3. Was CMRs decision to initiate a relationship with Blackstone a good one?
4. What is the nature of CMRs business? How does it differ across the two market segments?
5. How did the CMR Blackstone relationship evolve over time? Highlight important events and
actions that influenced this evolution.
6. Why did CMR persist in the Blackstone relationship? How would you remedy such a
situation?
Questions embedded in the case. To be used in terms of forming perspectives and analysis.
Documentum, Inc.
by Rajiv Lal, Sean Lanagan
HBS, 2002
Study Questions:
1.
2.
3.
4.
What did Documentum learn from its experience with the first two customers?
Should Documentum accept the Marsh & McLennan deal?
Whats your reaction to Moores method of selecting the target market?
What is the difference between a horizontal and vertical strategy? What are the key success
factors in each of these? What does it take to implement the two strategies?