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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Wildfire Interactive Inc. (B)
Foster, G; Luther, JCase SGSB-E506B-EEntrepreneurshipAlain Chuard and Victoria Ransom reflected on their history as founders of Wildfire Interactive Inc. (Wildfire). Originally called Promotion Builder, Wildfire had evolved from an in-house marketing solution used by the duo’s adventure travel company to a multi-platform software program used by thousands of businesses globally. The Wildfire product enabled these customers to develop customized social-media marketing campaigns composed of video a...Starting at €5.74
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Billy Beane and the Oakland Athletics (A): Disruptive Innovation in Major League Baseball
Foster, G; O'Reilly, N,, Lippert, R,, Shimizu, C,, Udseth, KCase SGSB-SPM53A-ECorporate Governance, StrategyBilly Beane and the Oakland A’s have ‘changed the game’ in terms of talent identification, analytics, and player investment in Major League Baseball (MLB). Cases A and B are designed to provide and inspire learning on these topics by recounting Billy Beane’s success as the Oakland A’s General Manager over the past 16 seasons (1998 to 2013). The case, through analysis of performance and financial data over this time period, establishes Beane as ...Starting at €8.20
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Zola
Foster, G; Rosenthal, SCase SGSB-E623-EEntrepreneurshipThe case describes the journey of Zola, an online wedding registry designed to greatly improve the clunky and impersonal wedding registry process. With innovative features such as group gifting, scheduled delivery, and honeymoon donations, Zola was described as the registry for Millenials. As the company achieved significant traction and looked to scale, it had to choose from three distinct strategic growth paths to pursue: 1) become the go-to ...Starting at €8.20
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Qualtrics: Bootstrapping Growth
LevavJ; Quigless, MCase SGSB-SM224-EStrategyIn March 2012 the founders of Qualtrics sat together in the Provo, Utah, office of advisor Duff Thompson. They stared down one of the toughest decisions in the ten-year history of the company. Thompson and Qualtrics’ CEO Ryan Smith had spent the last few months fielding calls from venture capitalists and strategic partners who were interested in becoming a part of the Qualtrics story. The culmination of their effort was a $500 million buyout o...Starting at €8.20
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Del Mat Racetrack: Reinventing the Horse Racing Fan Experience
Foster, G; Hoyt, DCase SGSB-SPM49-ECorporate Governance, StrategyThoroughbred horse racing was in decline at the end of the 20th century and beginning of the 21st century. Nearly all metrics, from number of horses and races, to attendance, and amount wagered, was falling. Studies indicated this was likely to continue. Horse race tracks made their money from wagering—where once racing had a monopoly on gambling in the U.S., now there were a wide range of options for gamblers. Del Mar racetrack in California ...Starting at €8.20
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HOB Boxing: Should Julio Cesar Chaves Jr. Fight on Cable or Pay-Per-View
Foster, G; Hoyt, DCase SGSB-SPM51-ECorporate Governance, StrategyProfessional boxing was once a mainstream sport, whose stars were widely known to the general public. Major fights were broadcast on network television. By the 2000s, the landscape had changed dramatically. Boxing had become a niche sport in the United States, few boxers were known beyond the hard-core fan base, top fights were only available on premium cable or pay-per-view (PPV), and other combat sports were on the rise.This case describes t...Starting at €8.20
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HOB Boxing: Should Julio Cesar Chaves Jr. Fight on Cable or Pay-Per-View - Teaching Note
Foster, G; Hoyt, DTeaching Note SGSB-SPM51TN-ECorporate Governance, StrategyProfessional boxing was once a mainstream sport, whose stars were widely known to the general public. Major fights were broadcast on network television. By the 2000s, the landscape had changed dramatically. Boxing had become a niche sport in the United States, few boxers were known beyond the hard-core fan base, top fights were only available on premium cable or pay-per-view (PPV), and other combat sports were on the rise. This case describes ...Starting at €0.00
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The USGA and the State of Golf in the United States
Foster, G; Hoyt, DCase SGSB-SPM52-ECorporate Governance, StrategyThrough the first part of the twenty-first century, the number of people playing golf in the United States had been in decline. Fewer people played the game, they played less frequently, and more golf courses were closing than opening. Players complained that it took too long to play golf, new courses were too difficult, and the game was expensive and hard to learn. However, the professional game was thriving, with increasing prize money and t...Starting at €8.20
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The USGA and the State of Golf in the United States - Teaching Note
Foster, G; Hoyt, DTeaching Note SGSB-SPM52TN-ECorporate Governance, StrategyThrough the first part of the twenty-first century, the number of people playing golf in the United States had been in decline. Fewer people played the game, they played less frequently, and more golf courses were closing than opening. Players complained that it took too long to play golf, new courses were too difficult, and the game was expensive and hard to learn. However, the professional game was thriving, with increasing prize money and t...Starting at €0.00