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Atlassian: Sales - Teaching note
Bowman, K; , J, Lattin; Saucedo, MNota del Instructor SGSB-E625TN-EIniciativa emprendedoraAtlassian: Sales examines the company’s unique, no-touch sales model for enterprise products that help teams track projects, collaborate, and build products. The case explores how the company developed and sold its first product, JIRA, and how early lessons helped shape the company’s no-touch sales model for all subsequent products. It then discusses the organizational effects of a low-price, volume-based model, and how the advocacy team and chan...Desde 0,00 €
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Atlassian: Sales
Bowman, K; , J, Lattin; Saucedo, MCaso SGSB-E625-EIniciativa emprendedoraAtlassian: Sales examines the company’s unique, no-touch sales model for enterprise products that help teams track projects, collaborate, and build products. The case explores how the company developed and sold its first product, JIRA, and how early lessons helped shape the company’s no-touch sales model for all subsequent products. It then discusses the organizational effects of a low-price, volume-based model, and how the advocacy team and chan...Desde 8,20 €
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Qualtrics: Scaling an Inside-Sales Organization
Patell, J; Quigless, M; Bowman, KCaso SGSB-E503-EIniciativa emprendedoraCEO, Ryan Smith and the rest of the founding team at Qualtrics grew the company to 350 employees and an estimated $50M in revenue through an inside-sales model. After ten years of bootstrapping however, the company took on $70M in funding from prominent venture capital funds. With this milestone, the team faced a new inflection point in the company’s growth. To support the next phase of evolution, Smith brought in John D’Agostino as the new H...Desde 8,20 €