Case | HBS Case Collection | March 1998 (Revised December 2000)

Siebel Systems (A)

by Michael J. Roberts, Joseph B. Lassiter III and Nicole Tempest


The case describes the early evolution of Siebel Systems, a sales force automation software company, focusing on issues surrounding Siebel's use of systems integrators as implementation partners and the relationship between implementation and the selling function.

Keywords: Marketing; Software; Entrepreneurship; Business Startups; Sales; Information Technology Industry;


Roberts, Michael J., Joseph B. Lassiter III, and Nicole Tempest. "Siebel Systems (A)." Harvard Business School Case 898-210, March 1998. (Revised December 2000.)