The Entrepreneurial Manager, Module 3: Operating the Business Model

Stig  Leschly; Mark  Roberge; Christopher T. Stanton

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Module Note | March 2019

The Entrepreneurial Manager, Module 3: Operating the Business Model

by Stig Leschly, Mark Roberge and Christopher T. Stanton

Language: English

Format: Print

13 pages

Citation:

Leschly, Stig, Mark Roberge, and Christopher T. Stanton. "The Entrepreneurial Manager, Module 3: Operating the Business Model." Harvard Business School Module Note 819-109, March 2019.

About the Authors

Stig Leschly

Senior Lecturer of Business Administration

Entrepreneurial Management

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View Publications »

Mark N. Roberge

Senior Lecturer of Business Administration

Entrepreneurial Management

View Profile »
View Publications »

Christopher T. Stanton

Assistant Professor of Business Administration

Entrepreneurial Management

View Profile »
View Publications »

More from these Authors

Supplement | HBS Case Collection | February 2016 (Revised April 2019)

InsightSquared: Developing the Sales and Marketing Plan Courseware

Mark N. Roberge

These are Excel spreadsheets of Exhibit 3-6 from the InsightSquared: Developing the Sales and Marketing Plan case #816074.

Keywords: Sales strategy; Strategy; Sales;

Citation:
Roberge, Mark N. "InsightSquared: Developing the Sales and Marketing Plan Courseware." Harvard Business School Spreadsheet Supplement 816-703, February 2016. (Revised April 2019.) View Details

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Case | HBS Case Collection | February 2016 (Revised April 2019)

InsightSquared: Developing the Sales and Marketing Plan

Mark Roberge, Tom Eisenmann and Frank Cespedes

Fred Shilmover and Sam Clemens prepared for their fourth quarter board meeting. They were excited to have scaled their software startup, InsightSquared, to $2 million in revenue and secured an $8 million round of venture capital. However, they disagreed on the path ahead, specifically on the sales and marketing plan. Shilmover preferred a sales-centric approach to growth while Clemens preferred a marketing-centric one. Which strategy was optimal for their venture’s next phase of growth?

Keywords: Sales planning; Software; Marketing; Sales; Planning; Growth and Development Strategy;

Citation:
Roberge, Mark, Tom Eisenmann, and Frank Cespedes. "InsightSquared: Developing the Sales and Marketing Plan." Harvard Business School Case 816-074, February 2016. (Revised April 2019.) View Details

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Working Paper | 2019

Workplace Knowledge Flows

Christopher Stanton, Jason Sandvik, Richard Saouma and Nathan Seegert

How large are the gains from knowledge sharing among co-workers? What frictions prevent the spread of information, and what management practices overcome these frictions? We conducted a field experiment with three active treatments in a sales company to address these questions. (1) Encouraging workers to talk about their sales techniques with a randomly chosen partner during short meetings substantially lifted average sales revenue during and after the experiment. (2) Worker-pairs given incentives to increase joint output increased sales during the experiment, but not afterwards. (3) Worker-pairs given both treatments realized small incremental sales gains over the meetings treatment alone. Providing encouragement for workers to initiate conversations resulted in knowledge exchange; incentives were insufficient. Our results highlight the importance of managerial interventions in facilitating knowledge spillovers.

Keywords: Interpersonal Communication; Knowledge Sharing; Employees; Performance Productivity; Sales; Motivation and Incentives;

Citation:
Stanton, Christopher, Jason Sandvik, Richard Saouma, and Nathan Seegert. "Workplace Knowledge Flows." Working Paper, April 2019. View Details

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The Entrepreneurial Manager, Module 3: Operating the Business Model

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