M309
Michaela Draganska, David Hoyt
2006
In March 2000, Paul Lippe, CEO of SKOLAR, faced several decisions that could determine the fate of his young company. SKOLAR had developed a Web-based information resource for doctors. The site was in beta-test at the Stanford School of Medicine, with…
M315
Wasim Azhar
2006
In late June 1987, Mr. Asad Ali, proprietor of Regal Electrogas, was confronted with an important decision regarding the pricing of his company’s desert coolers. The market price for this product had risen by approximately 5 percent in the wake of new…
SM147
Mark Leslie, James Lattin, Mike Harkey
2006
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…
M313A
Wasim Azhar
2006
In early January 1989, Irfan Mustafa, General Manager, Personal Products and Market Research, Lever Brothers Pakistan Limited, was wondering what action to take regarding the marketing of the laundry detergent bar RIN, which had been introduced to the…
E232
Mark Leslie, James Lattin, Mike Harkey
2006
This case introduces the fictional software company Clearion Software as a tool for evaluating different strategies for setting quotas, allocating headcount, and assigning territories in a growing sales organization. The protagonist of the case is Mark…
E209
Mark Leslie, James Lattin, Joshua Spitzer
2006
Acquired through a search fund, Presidio Solutions offers an outsourced sales solution for technology companies. Presidio Solutions only sells renewals of service and maintenance contracts on their clients’ hardware and software products. The rapidly…
E230
James Lattin, Mark Leslie, Joshua Spitzer
2006
“Nektar Therapeutics” examines a drug program within a biopharmaceutical company that specializes in drug delivery and formulation technologies. Through the company’s 16-year history, it developed technologies and then established partnerships that would…
GS50
Hau Lee, Seungjin Whang
2006
With 26 casinos in 13 U.S. states and $4.5 billion in revenue in 2003, Harrah’s Entertainment Inc. was one of the leading brand names in the casino entertainment industry. Bill Harrah, the founder of Harrah’s, was passionate about getting to know his…
E213
Mark Leslie, James Lattin, Angie Strange
2005
Bausch & Lomb (B&L) was in a crisis situation when Ron Zarrella took the helm in late November 2001. Following the departure of the COO in 2000 and the CEO earlier in 2001, Bausch & Lomb had undergone six quarters of restructuring and had lain off 10…
M311
James Lattin, Mark Leslie, Dana Nunn
2005
Ann Rothman, newly arrived Executive Vice President of Global Sales at Quantium Technology needs to address the challenges associated with Quantium’s implementation of Siebel Sales, a sales force automation (SFA) software solution. Sales representatives…
E186
Mark Leslie, James Lattin, Mike Harkey
2005
This case examines three fictional vignettes concerning ethical dilemmas in the sales force. The vignettes are directed at presenting the perspective of the CEO or VP of Sales. The fictional company around which these three vignettes center is called…
E177
James Lattin, Mark Leslie, Alicia Seiger
2005
The case details the challenges OuterBay faced with respect to its decision to pursue an OEM deal with a very large and well established technology company, EMC. It begins with a description of both companies’ businesses, the history of their relationship…
GS43
Feryal Erhun, Jay Hopman, Hau Lee, Mary Murphy-Hoye, Paresh Rajwat
2005
In July 2001, eight months after the release of Intel’s Pentium®4 processor, sales of the new product had not met expectations. This was due in large part to significant downturns in world markets following record microprocessors demand in 1999 and early…
M307D
James Lattin, R. Magowan, I. Yes
2004
In July of 1997, the brand team for Clorox’s Combat roach insecticide began planning for the next season year (SY98). The brand team was excited. Clorox had recently gained access to a new insecticide ingredient, Fipronil, from Rhone-Poulenc and had a…
M307A
James Lattin, R. Magowan, I. Yes
2004
In July of 1997, the brand team for Clorox’s Combat roach insecticide began planning for the next season year (SY98). The brand team was excited. Clorox had recently gained access to a new insecticide ingredient, Fipronil, from Rhone-Poulenc and had a…
M307C
James Lattin, R. Magowan, I. Yes
2004
In July of 1997, the brand team for Clorox’s Combat roach insecticide began planning for the next season year (SY98). The brand team was excited. Clorox had recently gained access to a new insecticide ingredient, Fipronil, from Rhone-Poulenc and had a…
M307B
James Lattin, R. Magowan, I. Yes
2004
In July of 1997, the brand team for Clorox’s Combat roach insecticide began planning for the next season year (SY98). The brand team was excited. Clorox had recently gained access to a new insecticide ingredient, Fipronil, from Rhone-Poulenc and had a…
M307F
James Lattin, R. Magowan, I. Yes
2004
In July of 1997, the brand team for Clorox’s Combat roach insecticide began planning for the next season year (SY98). The brand team was excited. Clorox had recently gained access to a new insecticide ingredient, Fipronil, from Rhone-Poulenc and had a…
M307E
James Lattin, R. Magowan, I. Yes
2004
In July of 1997, the brand team for Clorox’s Combat roach insecticide began planning for the next season year (SY98). The brand team was excited. Clorox had recently gained access to a new insecticide ingredient, Fipronil, from Rhone-Poulenc and had a…
GS38
Peter Koudal, Hau Lee, Barchi Peleg, Paresh Rajwat, Seungjin Whang
2004
OnStar, a provider of in-vehicle safety, security, and information services called “telematics,” was founded in 1995 as a collaborative venture among General Motors (GM), EDS, and Hughes Electronics Corp. Safety and security services, including roadside…
E44B
Rick Aubry, Susan Mackenzie
2003
In January 2001, Melinda Tuan, managing director of The Roberts Enterprise Development Fund (REDF), needed to make a decision. REDF, the community development arm of The Roberts Foundation, needed to decide whether to continue its investment in Asian…
E44C
Rick Aubry, Susan Mackenzie
2003
In January 2001 Asian Neighborhood Design (AND) was in the midst of change. AND, a San Francisco-based nonprofit housing and community development organization was experiencing challenges in meeting all the expansion commitments of its manufacturing…
E161
James Lattin, Mark Leslie, Alicia Seiger
2003
The case details the challenges OuterBay, a California-based application data management company, faced as they set out to build a sales force. The narrative takes students through the process of hiring the company’s first VP of sales to the board’s…
E157
James Lattin, Mark Leslie, Jamie Earle, Robert Magowan
2003
The case offers an overview of a medium-sized networking startup that designs and sells a switch that virtualizes many of the functions (firewall, SSL acceleration, traffic monitoring/management) in a data center. The case focuses on this company’s early…
