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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The Farm Winery
Madhav Rajan, Anne Beyer, Jaclyn ForoughiCase SGSB-A217-EAccounting and ControlIn early December 2013, Jim Madsen, co-founder and owner of The Farm Winery was preparing the company’s current and longer-term financing needs. Madsen needed to develop plans for fiscal year 2014, which included specific goals that were crucial to the success of the business. First, although the founders had historically contributed capital to meet seasonal cash needs, they were determined to achieve a point of self-sustainability. Next, the bu...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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BreatheScreen Inc. Transaction Analysis and Financial Statements
Madhav Rajan, Anne Beyer, Jaclyn ForoughiCase SGSB-A216-EAccounting and ControlDr. John Anderson plans to license a technology that will be used to develop a device that would help physicians detect early-stage cancers. Patients would breathe directly into the device, which would analyze a user’s breath for traces of key compounds associated with the most common cancers. In addition to eliminating the need for invasive biopsy procedures, the screening tool would also be inexpensive, easy to use, and provide immediate resul...Starting at €8.20
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BreatheScreen Inc. Transaction Analysis and Financial Statements - Teaching Note
Madhav Rajan, Anne Beyer, Jaclyn ForoughiTeaching Note SGSB-A216TN-EAccounting and ControlDr. John Anderson plans to license a technology that will be used to develop a device that would help physicians detect early-stage cancers. Patients would breathe directly into the device, which would analyze a user’s breath for traces of key compounds associated with the most common cancers. In addition to eliminating the need for invasive biopsy procedures, the screening tool would also be inexpensive, easy to use, and provide immediate resul...Starting at €0.00
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The Farm Winery - Teaching Note
Madhav Rajan, Anne Beyer, Jaclyn ForoughiTeaching Note SGSB-A217TN-EAccounting and ControlIn early December 2013, Jim Madsen, co-founder and owner of The Farm Winery was preparing the company’s current and longer-term financing needs. Madsen needed to develop plans for fiscal year 2014, which included specific goals that were crucial to the success of the business. First, although the founders had historically contributed capital to meet seasonal cash needs, they were determined to achieve a point of self-sustainability. Next, the bu...Starting at €0.00
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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