Research Details

Abstract

John Williams, senior director of marketing for Microsoft's .NET, was trying to build the .NET brand, a comprehensive family of next-generation connectivity software products. This case highlights the challenges of branding and positioning a complex technology offering. The first challenge Microsoft faced was to develop a common definition of .NET, which had been in flux over the prior two years. The second challenge Microsoft had to consider was the choice between an umbrella branding strategy, a sub-branding strategy and an ingredient branding strategy. The third challenge was to create a value proposition that would appeal to three very different target audiences: business decision makers, IT professionals, and developers.

Type

Case

Author(s)

Mohanbir Sawhney, Brian Buenneke, Lisa Jackson, Nancy Kulick, Evan Norton, Erica Post, Ran Rotem

Date Published

01/01/2002

Citations

Sawhney, Mohanbir, Brian Buenneke, Lisa Jackson, Nancy Kulick, Evan Norton, Erica Post, and Ran Rotem. Microsoft Corporation: Branding and Positioning .NET. Case 5-104-034 (KEL097).

PREVIEW or BUY