VTS

The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real estate industry and has designed a Go-to-Market strategy for what the founders perceive to be the unique characteristics of that industry as well as the way in which those factors contribute to the importance of referrals to VTS’s sales. In the case, the founders are considering changing some aspects of their strategy including sales force compensation, where a change from a team-based incentive comp system to a more individualistic system is under consideration; sales force specialization, where specialization by account size or stage of the selling/buying process is under consideration; and, sales management roles and responsibilities, where a change in the role of senior management from quota-carrying sales rep AND sales team leader to simply team leader, with no quota, is being considered.