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  • January 2017
  • Teaching Note
  • HBS Case Collection

Transition at DataCo?

By: Frank V. Cespedes
  • Format:Print
  • | Language:English
  • | Pages:13
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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.
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  • TagHive: Edtech Pricing and Distributor Decisions By: Isamar Troncoso, Frank V. Cespedes and Stacy Straaberg
  • Getting Value from Digital Technologies By: Frank Cespedes and Georg Krentzel
  • How One Company Used AI to Broaden Its Customer Base By: Sunil Gupta and Frank V. Cespedes
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