InsideSales.com (A) and (B)

Frank  Cespedes

Teaching Note | HBS Case Collection | April 2018

InsideSales.com (A) and (B)

Abstract

Teaching Note for HBS Nos. 817-018 and 817-042. InsideSales.com (ISC) has been successful selling its software to small- and medium-sized businesses (SMB). But for various reasons, the founders see “the next stage of growth” as building a scalable sales and service organization for large enterprise customers and are evaluating three options for doing that. The case and teaching note examine a number of common challenges in scaling a venture, why inside sales models have been a fast-growing go-to-market model in the 21st century, and the impact of new customer segments with different buying processes on that sales model. The (B) case explains the decisions made at ISC and outlines the implementation issues inherent in that decision.

Keywords: Corporate Entrepreneurship; Organizational Change and Adaptation; Organizational Design; Customer Relationship Management; Growth Management; Marketing Strategy; Salesforce Management; Talent and Talent Management; Technology Industry;

Language: English

Format: Print

13 pages

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Citation:

Cespedes, Frank. "InsideSales.com (A) and (B)." Harvard Business School Teaching Note 818-122, April 2018.

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InsideSales.com (A) and (B)

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