Publications
Publications
- February 2017
- HBS Case Collection
Oversight Systems
By: Frank Cespedes
Abstract
This Teaching Note accompanies the case, set in May 2016, which discusses sales strategy and channel partnerships at Oversight Systems, an early stage software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. The case traces Oversight’s evolution from custom analytics to prepackaged software modules and, as well as case analyses and teaching plans, the Teaching Note provides the instructor with materials for a wrap-up lecture on channel selection and management in startups. Teaching Note for HBS No. 817-105.
Keywords
Salesforce Management; Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Distribution Channels; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America
Citation
Cespedes, Frank. "Oversight Systems." Harvard Business School Teaching Note 817-120, February 2017.
About The Author
