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• Technical Note | HBS Case Collection | July 2020

  Digital Natives Growing Without a Sales Force

  Das Narayandas, Michael Norris and Amram Migdal

  This brief case describes the rise of so-called digital natives (also called born-in-digital) in the 2000s and 2010s that successfully grew without a sales force. The case highlights the emergence of business-to-business Internet and cloud-based companies and their decisions regarding sales strategy based on different customer bases. The case discusses the firms Atlassian, Basecamp, and Slack.

  Keywords: Business Growth and Maturation; Customers; Customer Focus and Relationships; Customer Relationship Management; Innovation and Invention; Disruptive Innovation; Innovation Strategy; Technological Innovation; Marketing; Marketing Channels; Marketing Strategy; Product Marketing; Sales; Technology; Information Technology; Internet; Online Technology; Software; Technology Adoption; Information Technology Industry; Australia; North and Central America; United States; Illinois; Chicago; California; San Francisco;

  Citation:

  Narayandas, Das, Michael Norris, and Amram Migdal. "Digital Natives Growing Without a Sales Force." Harvard Business School Technical Note 521-019, July 2020.  View Details

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• Case | HBS Case Collection | June 2020 (Revised July 2020)

  Deloitte's Pixel (A): Consulting with Open Talent

  Michael L. Tushman, John Winsor and Kerry Herman

  Deloitte Consulting’s General Manager Balaji Bondili, head of Pixel, considers how best to grow Deloitte Consulting’s use of open (on-demand) talent, as consulting companies and their clients face transformative change in the way client engagements and projects get done. Pixel, started in 2014, helps facilitate open (or on-demand) talent and crowdsourcing for Deloitte Consulting client engagements, to access specific, difficult-to-find expertise, collaborate to develop new products and/or insights, and to design, build, and test new digital assets. Bondili has found some avid users—and evangelists—of Pixel’s services among Deloitte Consulting’s principals, however uptake across the broader organization has been slow, and in some pockets has met with deep resistance.

  Keywords: Disruption; Talent and Talent Management; Growth and Development Strategy; Organizational Change and Adaptation; Consulting Industry; United States;

  Citation:

  Tushman, Michael L., John Winsor, and Kerry Herman. "Deloitte's Pixel (A): Consulting with Open Talent." Harvard Business School Case 420-003, June 2020. (Revised July 2020.)  View Details

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• Teaching Plan | HBS Case Collection | July 2020

  Blue Haven Initiative: The PEGAfrica Investment

  Vikram S Gandhi, Caitlin Reimers Brumme and Amram Migdal

  Citation:

  Gandhi, Vikram S., Caitlin Reimers Brumme, and Amram Migdal. "Blue Haven Initiative: The PEGAfrica Investment." Harvard Business School Teaching Plan 321-007, July 2020.  View Details

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