Publications
Publications
- June 2018 (Revised July 2018)
- HBS Case Collection
Mark43
By: Thomas Eisenmann, Mitchell Weiss and Matt Higgins
Abstract
Teaching Note for HBS No. 817-016. The founders of Mark43, an early-stage startup that provides software for law enforcement agencies, must decide whether to bid on a request for proposals (RFP) from the Los Angeles Police Department (LAPD). On the one hand, LAPD would be a second large and influential customer for a startup that has just successfully deployed software for its first customer, the Washington, DC Metropolitan Police Department. On the other hand, pursuing the LAPD RFP could consume most of Mark43’s engineering resources for the coming year, pushing other business development opportunities off their roadmap, in particular, plans to target small- and medium-sized police departments.
Keywords
Sales; Customers; Entrepreneurship; Applications and Software; Business Startups; Growth and Development Strategy; Decision Making; Technology Industry; District of Columbia; Los Angeles
Citation
Eisenmann, Thomas, Mitchell Weiss, and Matt Higgins. "Mark43." Harvard Business School Teaching Note 818-104, June 2018. (Revised July 2018.)