Kauflauf Case Study

This case Jess Westerly at Kauflauf GmbH, Westerly was an assistant product owner of CRM at Kauflauf, she wanted to put a new guidelines for Kauflauf which was let sales change their target market to get more profit, but this plan will reduced some sale’s time spent with small customers and reallocated it potential high sales volume customers. This guidelines got approved by her boss Tim Roeder, but other managers did not support her. Because these managers did not want to gave up their loyal customers who are the mainly customers group in Kauflauf. Westerly felt disappoint with this decision, but she did not gave up. She talked with other people inside the company to collected some date and information to support his idea, then she visited …show more content…
After reading this case, I think Westerly is good employees as her job as assistant product owner at Kauflauf, and she can do this job better. For Westerly, she is a is an American who are live in Germany as a child, that statues she has both of American and Germany culture. Base on this situation can give she a good foundation of intercultural at Kauflauf, she did not faced some culture different in her job. This is a good situation for her to work in German, she did not have too much language different and culture different in her workplace, that’s statues she can communication easily with other employees if she want. For her education background, she got a bachelor’s degree in computer science, a joint master’s degree in systems design and marketing. All this major is very match for her work at Kauflauf, a subscription software-as-a-service company. Her bachelor’s degree in computer science can offered a good foundation to understand easier software of Kauflauf. What’s more, all the company are very respect and price with Kauflauf’s engineer, her degree in computer science will give her some respect form her colleague. And she was an …show more content…
In my opinion, she did not understand deeper all the company and used some wrong communication style to made her fail. First, she only use three or four months to find a plan and send email about her plan to field sales force. Because she is a fresh man in Kauflauf, she lacked formal authority over either the development engineers or the sales force, she cannot persuade them by her analysis and explanations. For her plan, she did not solve some problems which is consultants are too busy to follow up her proposal. So she developed a new, more robust proposal. This time she want to get approval one senior manager at a time, impressed her work Director of Marketing Heinz van Hoorn Director of Sales Klaus Kristoff gave her a opportunity to set up a meeting. There had three executives supported her proposal and pointed out some suggestions, them gave Westerly a mandate to devise an implementation proposal by December 20. Westerly had one mouth to develop her plan. Nowadays, I think she would not gave up her proposal, she obtain approval form senior manager and she can start it immediately after the holidays if she offer a comprehensive