Exclusivity at Scale and Speed: a Microsoft-INSEAD Online Innovation

– GOLD WINNER OF THE 2016 EXCELLENCE IN PRACTICE AWARDS – Microsoft’s “Mobile First, Cloud First” strategy, adopted in 2013, presented a major professional challenge to its global sales force. As one manager explained, “It’s not just about what we sell. It’s to whom we sell. And that means a radical change in how we sell.”…

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