Lenox Case Study

www.hbr.org H B R CAS E ST U D Y AND COMMENTARY Who is responsible for assuring technology success at Lenox? cinque commentators offer expert advice. The IT trunk That Couldnt Deliver by Byron Reimus reprinting 97308 Lenoxs IT system is in trouble. Who will fix it, and how? H B R CAS E ST U D Y The IT System That Couldnt Deliver by Byron Reimus COPYRIGHT © 1997 HARVARD BUSINESS SCHOOL make CORPORATION. ALL RIGHTS RESERVED. Distribution is the name of the game, Lenox CEO and president throng Bennett told the insurance companys newly hired header information officer, Diana Sullivan, three eld ago. Sullivan recal take the details of that first elongate conversation with Bennett as though it were yesterday. We depend heavily on independent agents to sell our policies, Bennett had said. As long as they baffle the option of offering our competitors products, we have to give agents the right tools to maintain the kind of fast, reliable information they need to close a sale in our favor. Think distribution. Its that simple. But it hadnt been that simple. In her three years at Lenox Insurance Company, Sullivan had execute to the letter the role of CIO that Bennett had described.

Bennett had confided in her: Computers have never been matchless of our strengths. We know we have some catching up to do. Sullivan was grand of how she had helped Lenox catch upâ€"by updating key applications, delivery in new technologies, and reorganizing and streamlining the information services organization. Most important, she had led the development of Lifexpress, a sophisticated computeraided system that enabled the companys more than 10,000 agents nationwide to conduct business with their customers and prospects in ship canal that had seemed next to impossible just a few years earlier. Lifexpress let an agent, using a laptop computer, develop a thorough financial profile of a customer, identify and look Lenoxs most appropriate policies, conduct an... If you want to wank a full essay, order it on our website: Ordercustompaper.com

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