Stanford Graduate School of Business (USA)
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Qualtrics: Scaling an Inside-Sales Organization
Patell, J; Quigless, M; Bowman, KCase SGSB-E503-EEntrepreneurshipCEO, 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...Starting at €8.20
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Note on IPO Share Allocation
Leslie, Mark; Marks, Michael; Magat Raffaelli, ClaireCase SGSB-E377-EEntrepreneurshipAn initial public offering (IPO) is the first sale of stock or shares by a company to the public. IPOs are often issued by smaller, younger companies seeking capital to expand, although they can also be done by large privately owned companies looking to become publicly traded. When a company lists its shares on a public exchange it will almost always issue additional new shares at the same time. The money paid by investors for the newly issued...Starting at €8.20
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Note on New Venture Teams
Rohan, Dennis; Magat Raffaelli, ClaireCase SGSB-E361-EEntrepreneurshipA new venture team is composed of the founders, employees, and advisors who will guide an idea from its formation stage into a fully functioning company. Each of these groups plays an important role in growing the venture and putting it on the path to success. This note will explore the myriad factors to be considered when forming a new venture team. While strategy and implementation may depend on the industry, product or service, and target cust...Starting at €8.20
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Atlassian: Sales
Bowman, K; , J, Lattin; Saucedo, MCase SGSB-E625-EEntrepreneurshipAtlassian: 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...Starting at €8.20
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Atlassian: Sales - Teaching note
Bowman, K; , J, Lattin; Saucedo, MTeaching Note SGSB-E625TN-EEntrepreneurshipAtlassian: 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...Starting at €0.00
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Note on IPO Share Allocation (Spanish version)
Leslie, Mark; Marks, Michael; Magat Raffaelli, ClaireCase SGSB-E377 Spanish VersionEntrepreneurshipAn initial public offering (IPO) is the first sale of stock or shares by a company to the public. IPOs are often issued by smaller, younger companies seeking capital to expand, although they can also be done by large privately owned companies looking to become publicly traded. When a company lists its shares on a public exchange it will almost always issue additional new shares at the same time. The money paid by investors for the newly issued...Starting at €8.20