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

InsideSales.com (A)

By: Frank V. Cespedes
  • Format:Print
  • | Language:English
  • | Pages:16
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Abstract

This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements, after-sale services, and the implications for organizing and deploying sales resources at InsideSales.com.

Keywords

Business Organization; Customer Relationship Management; Marketing Strategy; Organizational Change And Adaptation; Organizational Design; Talent; Talent Management; Organizations; Growth Management; Sales; Salesforce Management; Corporate Entrepreneurship; Technology Industry; United States

Citation

Cespedes, Frank V. "InsideSales.com (A)." Harvard Business School Case 817-018, August 2016. (Revised June 2017.)

About The Author

Frank V. Cespedes

Entrepreneurial Management
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