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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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• Supplement | HBS Case Collection | July 2020

  The New LAX: Ready for Takeoff? Video Supplement

  Boris Groysberg, Annelena Lobb and Michael Norris

  Citation:

  Groysberg, Boris, Annelena Lobb, and Michael Norris. "The New LAX: Ready for Takeoff? Video Supplement." Harvard Business School Multimedia/Video Supplement 420-719, July 2020.  View Details

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• Teaching Note | HBS Case Collection | May 2020

  Bayer Crop Science

  David E. Bell, Michael Norris and Mel Martin

  Teaching Note for HBS Case No. 520-055.

  Keywords: Plant-Based Agribusiness; Research and Development; Mergers and Acquisitions; Consolidation; Innovation and Invention; Strategy; Agriculture and Agribusiness Industry; Technology Industry; United States; Germany;

  Citation:

  Bell, David E., Michael Norris, and Mel Martin. "Bayer Crop Science." Harvard Business School Teaching Note 520-067, May 2020.  View Details

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