Stanford Graduate School of Business (USA)
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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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SK Planet in 2013: A Korean Giant's Big Bet on the U.S. Market
Burgelman, R; Chung, S, C; Nathanson, J; Lee, Won-yohCase SGSB-SM222-EStrategyThe case details the strategic decisions that SK Planet, a leader in web and mobile services in its home country of Korea, needed to make regarding the best way to carry out an aggressive global expansion—most importantly into the United States. The $1 billion company had a war chest of $600 million in cash, which allowed company leadership to consider three strategic options for evaluation: 1) Port or rebrand SK Planet’s top-ranked Korean servic...Starting at €8.20