Case Information

Focal Point Solutions
Glazer, Rashi , Henry Isakari, Lack Lin, and Yassi Mitsui
Publication date: 6/1/2007, pages 1-10

Focal Point Solutions is in the business of providing information technology outsourcing solutions. It targets businesses in the small to medium enterprise (SME) segment, defined as companies with between 20 and 100 employees. Yet, despite its success with the technology, the company is finding the SME segment to be too costly to serve. Even though sales are growing, economy of scale has not been realized. The executive management is tossing around ideas for change, so that it can bring the company to greater profitability. Can Focal Point Solutions successfully re-position itself as being unique? The company cannot afford to waver on its strategic direction. If a change needs to be made, it needs to be made soon.

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