Centra are a pioneer in programming eLearning. It is debating how to alter its go-to-market technique, adding telesales to enhance deals power profitability. In the meantime, its business is advancing, and administration ponders to "cross the gap" in Geoffrey Moore's wording. Should it "angle where the fish are gnawing" or would it be a good idea for it to focus on the undertaking client and bar little and average size enterprises? In the event that a shakeout is nearing, in what capacity can Centra guarantee that it either survives or is obtained by one of the survivors?
1. The key issue(s) of the case
2. What decisions need to be made?
3. What are the alternatives available?