Stratergic Marketing

MG660 WEEKEND MBA

MID-TERM CASE STUDY

SALESFORCE.COM

DISCUSSION QUESTIONS

1. What are the primary reasons for the phenomenal success of Salesforce.com against huge

industry rivals?

2. How would you describe the business-level (competitive) strategy of Salesforce.com?

What are the elements of this strategy that should not change in the future? Are there any

parts of the strategy that will need to be changed in the future for the company to

continue to be successful?

3. Why is Salesforce.com so innovative? Would the tactics they use be successful in all

other companies? If not, what kinds of companies are likely to be successful with these

tactics?

4. Salesforce.com has begun to diversify away from its core activities. What are the risks of

this strategy? What are the benefits? What other business areas should the company

consider for diversification?

5. Has the corporate citizenship strategy of Salesforce.com contributed to its business

success? Please explain your answer.