Motive Communications
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Publication Date:
April 06, 1999
Industry:
Technology
Source:
Harvard Business School
The founders of Motive Communications, Inc., a recent start-up dedicated to reinventing the support chain involved in the delivery of information technology support services, put in place a development process hinged on extensive customer feedback. As part of this, a select group of “lighthouse customers” agreed to pay $50,000 to participate in beta testing–but as a deadline approached, none had sent in their checks. The founders therefore reevaluate the lighthouse policy and its rationale.
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Motive Communications
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