Case | HBS Case Collection | October 2011 (Revised October 2013)


by Lena G. Goldberg and Michael J. Roberts


Focuses on a small start-up software company engaged in a negotiation over its software licensing agreement with a very large potential client. The entrepreneur must weight legal and business issues vs. his desire to land the key customer.

Keywords: Software; Business Plan; Business Startups; Agreements and Arrangements; Corporate Entrepreneurship; Contracts; Information Technology Industry;


Goldberg, Lena G., and Michael J. Roberts. "Ensighten." Harvard Business School Case 812-050, October 2011. (Revised October 2013.)