Publications
Publications
- April 2017
- HBS Case Collection
DoubleDutch
By: Frank Cespedes
Abstract
This Teaching Note accompanies HBS No. 815-044 “DoubleDutch” in which the co-founders of the event management start-up, DoubleDutch, have to make a significant decision about their young company's sales function. The teaching note covers: Opportunity analysis, including the fit of value proposition with buying criteria in a big but fragmented market; Sales analysis, including the flow of activities from lead generation to post-sale service and account management; and Growth analysis, including the linked funding, product, sales and growth choices and implications that often face early-stage ventures.
Keywords
Sales Management; Selling; Marketing Management; Strategy Implementation; Business Marketing; Salesforce Management; Marketing; Sales; Marketing Strategy; Strategy; Entrepreneurship; Business Startups; Technology Industry; United States; Europe; Asia
Citation
Cespedes, Frank. "DoubleDutch." Harvard Business School Teaching Note 817-132, April 2017.