Case Studies

This listing contains abstracts and ordering information for case studies written and published by faculty at Stanford GSB.

Publicly available cases in this collection are distributed by Harvard Business Publishing and The Case Centre.

Stanford case studies with diverse protagonists, along with case studies that build “equity fluency” by focusing on DEI-related issues and opportunities are listed in the Case Compendium developed by the Center for Equity, Gender and Leadership at the Berkeley Haas School of Business.

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M309

SKOLAR, M.D.: Is There A Business In Web-based Information For Doctors?

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

Regal Electrogas: Price Leader or Price Follower

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…
M313A

RIN Detergent: To Position or Reposition

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…
SM147

Scalix Corporation, The Evolution of a Sales Model

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…

E232

Clearion Software

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

Presidio Solutions

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

Nektar Therapeutics

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

Harrah’s Entertainment Inc.: Real-Time CRM in a Service Supply Chain

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

Bausch & Lomb Sales Force Reorganization

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

Implementing Sales Force Automation at Quantium Technology

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

Lundberg Systems, 3 Vignettes

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

OuterBay and EMC

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

Intel Corporation Product Transitions and Demand Generation

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

Clorox, Combat Advertising Strategy (D)

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

Clorox, Combat Advertising Strategy (A)

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

Clorox, Combat Advertising Strategy (C)

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

Clorox, Combat Advertising Strategy (B)

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

Clorox, Combat Advertising Strategy (F)

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

Clorox, Combat Advertising Strategy (E)

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

OnStar: Connecting To Customers Through Telematics

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

Asian Neighborhood Design (B), Investor Relations And The Roberts Enterprise Development Fund

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

Asian Neighborhood Design (C), Turning Around A Nonprofit Enterprise

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

OuterBay Building a Sales Force

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

Inkra Networks

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…

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