Scalix Corporation, The Evolution of a Sales Model

By Mark Leslie, James Lattin, Mike Harkey
2006 | Case No. SM147

Scalix Corporation, a Linux-based e-mail and calendaring software company, was founded in 2002 by Julie Hanna Farris while she was an Entrepreneur-in-Residence (EIR) at Mayfield, a venture capital firm in Menlo Park, CA. The case is about the evolution of Scalix’s sales model. As a start-up company, it attempted to sell direct to CIOs of large enterprises. After facing an uphill battle in that market and then experiencing a few successful sales to small public sector accounts, the company corrected its course.

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