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Publications
  • March 2016 (Revised June 2017)
  • Case
  • HBS Case Collection

Transition at DataCo?

By: Frank V. Cespedes and Carin-Isabel Knoop
  • Format:Print
  • | Language:English
  • | Pages:9
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Abstract

The founder of a data analytics company, Stefan Brecht, has several issues with his key business developer and head of marketing and sales, Tamara Smithson. Smithson, an early hire who had been instrumental in building the firm; operates as an individual contributor; is hesitant to delegate tasks and clients; and, as Brecht sees it, "often puts client affairs ahead of company needs and procedures." Brecht is evaluating different options for dealing with the situation.

Keywords

Sales Management; Selling; Entrepreneurial Ventures; Performance Management; Professional Services; Salesforce Management; Sales; Marketing; Performance; Consulting Industry; United States; France

Citation

Cespedes, Frank V., and Carin-Isabel Knoop. "Transition at DataCo?" Harvard Business School Case 816-058, March 2016. (Revised June 2017.)

About The Author

Frank V. Cespedes

Entrepreneurial Management
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