Author(s): KIM, W. Chan, MAUBORGNE, Renée, JI, Mi, LEE, Jee-Eun
The case describes a series of blue ocean strategic moves made by Salesforce.com in the CRM application market. In particular, the case addresses the concern of business executives over the applicability of blue ocean strategy in the B2B area. B2B managers often find that they are locked into providing products of certain types and specifications to their immediate customers. But in fact, value innovation can take place on the three platforms of a business offering – product, service and delivery. Salesforce’s strategic moves provide an exemplary demonstration of how a company can effectively create and renew its blue ocean in the B2B space by value innovating on the product, service, and delivery platforms.