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eSig: Growth Analysis
Roberge, Mark N.; Eisenmann, Thomas R.Caso HBS-817009-EIniciativa emprendedorathe name and functionality of the actual freemium application upon which the case is based have been disguised.Desde 8,20 €
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The Right Way to Use Compensation
Roberge, Mark N.Artículo HBS-R1504E-EWhen Mark Roberge joined HubSpot as its fourth employee, he had no sales experience but still was charged with building the sales team. His background proved to be an advantage, however: With his engineering training, Roberge brought an analytic rigor to the task. And he quickly realized that the sales compensation plan could motivate salespeople not only to sell more but also to behave in ways that advanced the start-up's evolving strategy. Each...Desde 8,20 €