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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A Note on Getting the Most Out of Your Board Meetings
Dodson, D; Pohlmeyer, SCase SGSB-E631-EEntrepreneurshipIn your first year as chief executive officer (CEO), you will encounter a host of management challenges and opportunities—all of which can be navigated more skillfully if you can tap into the insights and perspectives of a handful of seasoned operators and investors. For this reason, your board can have a significant impact on the company’s performance. Unfortunately, CEOs often get far less value out of their boards in the first few years than...Starting at €8.20
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Branch Metrics: "Failing" into the Idea
Mandelbaum, F; Pohlmeyer, SCase SGSB-E586-EEntrepreneurshipThis case explores the Branch Metrics’ cofounders’ early days as a team and their pursuit of a viable idea for their startup. The three original cofounders, who met in business school, transformed their business concept entirely several times before finding the idea for Branch Metrics. Starting with a fitness collar for dogs, then starting over with developing a mobile application for low-cost, high-quality photobooks, and ultimately developing a...Starting at €8.20
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2016 Search Fund Study: Selected Observations
Kelly, P; Dodson, D; Grousheck, IH; Pohlmeyer, S; Rosenthal, SCase SGSB-E605-EEntrepreneurshipSince 1996, the Center for Entrepreneurial Studies (CES) at the Stanford Graduate School of Business (GSB) has conducted a series of studies on the performance of search funds. These studies endeavor to gather data and gain insight into all known search funds. The studies aggregate the characteristics of search funds, present their principals’ backgrounds, and evaluate the investment returns generated by first-time search funds to their origina...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