Publications
Publications
- January 2017
- HBS Case Collection
Transition at DataCo?
By: Frank V. Cespedes
Abstract
The founder of a data analytics company has several issues with his key business developer, an early hire who has been instrumental in building the firm. The DataCo case study illustrates a common situation in entrepreneurial ventures: an early sales hire does well but now “owns” the clients and that person may not be right for the next stage of growth. The teaching note examines the options available to the case protagonist, outlines a discussion flow, and provides suggestions and materials for a wrap-up lecture on the boundary-role tensions at the heart of the case. Teaching note for HBS No. 816-058.
Keywords
Sales Management; Selling; Entrepreneurial Ventures; Performance Management; Professional Services; Salesforce Management; Sales; Marketing; Performance; Consulting Industry; United States; France
Citation
Cespedes, Frank V. "Transition at DataCo?" Harvard Business School Teaching Note 817-096, January 2017.