Professional Documents
Culture Documents
Organizational Chart
Emerging Competition
Organization, Reporting
Relationships, & Roles
Consultative Selling
Mobilizing Sales
Challenges of Internal
Acceptance
sales not coming in, Digital Division under
Expected
pressure
company demanded profits by 4th quarter and
The
breakeven by 1996
company didn't want to expand the unit until it was
The
profitable but the division believed it would take a
Forward to Today
Four Divisions
o Digital solutions
o Print Solutions
o Supply Chain Solutions
o Industry Solutions
$10,611 $10,018
2009
2008
$9,857
$11,581
Question #1
Which Group did the Digital Division
find a home in?
A.) Informative Services Group
B.) Information Services Gang
C.) Information Services Group
D.) Information Sources Group
E.) All of the Above
Question #2
What was the importance of digital
printing?
A.) It was pretty cool
B.) It was a disruptive technology
C.) It empowered the consumer to control their
own content
D.) It presented a threat and an opportunity for
RR Donnelley
E.) All of the Above
Question #3
What was RR Donnelley's Biggest
Problem in this case?
A.) They were too old to figure out that new
fangled technology
B.) They were too big to fail
C.) Entrenched infrastructure and people made
it hard to embrace the new technology
D.) Ink Cartridges are too expensive
E.) All of the Above
References
1. R.R. Donnelley & Sons: The Digital Division
http://rolnitzky.com/iSchool_UC-Berkeley/iSchool-Fall
-09/INFO_290_managing_info_cos/lec2/Donnelley_case.pd
f
2. http://www.rrdonnelley.com/
3. http://investor.rrd.com/secfiling.cfm?
filingID=1193125-13-77082&CIK=29669
4. http://en.wikipedia.org/wiki/RR_Donnelley