Mark N. Roberge - Faculty & Research - Harvard Business School
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Mark N. Roberge

Senior Lecturer of Business Administration

Entrepreneurial Management

Mark Roberge is a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School.  He teaches Entrepreneurial Sales and Marketing in the second-year MBA program in the Fall term and The Entrepreneurial Manager in the first-year MBA program in the Winter term. 

Prior to HBS, Mark served as SVP of Global Sales and Services at HubSpot (NYSE: HUBS) where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark was ranked #19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference.  Mark is active with a number of startups as a board of director’s member, advisory board member, and angel investor.

Mark received his MBA from the MIT Sloan School of Management and a B.A. in Mechanical Engineering from Lehigh University.  He has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures. Mark is the author of the bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million.


Published
  1. VTS

    Mark Roberge and Michael Roberts

    The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real estate industry, and has designed a Go-to-Market strategy for what the founders perceive to be the unique characteristics of that industry, and the way in which those factors contribute to the importance of referrals to VTS’s sales. In the case, the founders are considering changing some aspects of their strategy including: sales force compensation, where a change from a team-based incentive comp system to a more individualistic system is under consideration; sales force specialization where specialization by account size or stage of the selling / buying process is under consideration; and, sales management roles & responsibilities, where a change in the role of senior management from quota-carrying sales rep AND sales team leader to simply team leader, with no quota, is being considered.

    Keywords: Salesforce Management; Compensation and Benefits; Managerial Roles; New York (city, NY);

    Citation:

    Roberge, Mark, and Michael Roberts. "VTS." Harvard Business School Case 818-048, August 2017.  View Details
  2. ZenRecruit: Sales Coaching and Performance Reviews

    Mark N. Roberge

    Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two under-performing sales people. This case concerns a metrics-driven sales organization, challenges the students to combine quantitative and qualitative observations to craft productive sales coaching plans, and provides students with the opportunity to role play these difficult yet important performance-review discussions. It is suitable for Sales, Marketing, Organizational Behavior, and Entrepreneurial Management courses.

    Keywords: Business or Company Management; Salesforce Management; Software; Employees; Performance Evaluation; Information Technology Industry; Retail Industry;

    Citation:

    Roberge, Mark N. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Spreadsheet Supplement 817-704, September 2016.  View Details
  3. ZenRecruit: Sales Coaching and Performance Reviews

    Mark Roberge

    Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two under-performing sales people. This case concerns a metrics-driven sales organization, challenges the students to combine quantitative and qualitative observations to craft productive sales coaching plans, and provides students with the opportunity to role play these difficult yet important performance-review discussions. It is suitable for Sales, Marketing, Organizational Behavior, and Entrepreneurial Management courses.

    Keywords: Sales; marketing; entrepreneurial marketing; entrepreneurial sales; entrepreneurial sales and marketing; Marketing; Entrepreneurship; Sales;

    Citation:

    Roberge, Mark. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Case 817-041, September 2016. (Revised February 2017.)  View Details
  4. Entrepreneurial Sales and Marketing Vignettes

    Mark Roberge and Frank Cespedes

    Which sales candidate is a startup’s ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage founders, sales leaders, and marketing executives often face one, and sometimes all, of the above scenarios as they grow their ventures. This case presents three short vignettes, with three fictitious organizations, to facilitate a discussion around these important decisions.

    Keywords: Sales; marketing; entrepreneurial marketing; entrepreneurial sales; Business Startups; Talent; talent management; growth management; Marketing communications; social marketing; Salesforce Management; pricing; Sales; Marketing;

    Citation:

    Roberge, Mark, and Frank Cespedes. "Entrepreneurial Sales and Marketing Vignettes." Harvard Business School Case 817-010, July 2016. (Revised October 2016.)  View Details
  5. eSig: Conversion Funnel Analysis

    Mark N. Roberge and Thomas R. Eisenmann

    eSig, an early-stage startup, offers an electronic signature application as a "freemium" product, i.e., users can upgrade from a free basic version to a premium version by paying a subscription fee. Using 9 months of data from 50,000 user activations, available as a case supplement, students are asked to project the number of new users eSig will acquire in Q1 2016, and recommend how much they should spend during the quarter on each major marketing channel (e.g., Facebook ads, Google ads, content marketing, etc.). Note: the name and functionality of the actual freemium application upon which the case is based have been disguised.

    Keywords: esignature; Computer software; Corporate Entrepreneurship; Goods and Commodities; Innovation and Invention; Computer Industry; United States;

    Citation:

    Roberge, Mark N., and Thomas R. Eisenmann. "eSig: Conversion Funnel Analysis." Harvard Business School Spreadsheet Supplement 817-701, August 2016.  View Details
  6. eSig: Conversion Funnel Analysis

    Mark Roberge and Tom Eisenmann

    eSig, an early-stage startup, offers an electronic signature application as a "freemium" product, i.e., users can upgrade from a free basic version to a premium version by paying a subscription fee. Using 9 months of data from 50,000 user activations (available as a case supplement), students are asked to project the number of new users eSig will acquire in Q1 2016 and recommend how much they should spend during the quarter on each major marketing channel (e.g., Facebook ads, Google ads, content marketing, etc.). Note: the name and functionality of the actual freemium application upon which the case is based have been disguised.

    Keywords: esignature; Computer software; Business or Company Management; Marketing Channels; Software; Business Startups; Computer Industry;

    Citation:

    Roberge, Mark, and Tom Eisenmann. "eSig: Conversion Funnel Analysis." Harvard Business School Case 817-009, August 2016.  View Details
  7. InsightSquared: Developing the Sales and Marketing Plan Courseware

    Mark N. Roberge

    These are Excel spreadsheets of Exhibit 3-6 from the InsightSquared: Developing the Sales and Marketing Plan case #816074

    Keywords: Sales strategy; Strategy; Sales;

    Citation:

    Roberge, Mark N. "InsightSquared: Developing the Sales and Marketing Plan Courseware." Harvard Business School Spreadsheet Supplement 816-703, February 2016.  View Details