More from the Author

• Case | HBS Case Collection | December 2012 (Revised August 2020)

  Rodan + Fields Dermatologists

  Das Narayandas, Michael Roberts and Liz Kind

  The case focuses on issues involved in managing the direct multilevel marketing sales consultants who sell R+F skin care products. The company is trying to better manage the inconsistent and highly variable recruitment behavior of the sales force i.e., the degree to which existing consultants recruit new consultants. The company utilizes a range of periodic incentives for recruitment, but hopes to build a system of salesforce compensation and management that relies more on intrinsic rewards and less on these periodic incentive programs. The case forces students to address principles of compensation system design, as well as more fundamental issues around what they believe motivates this "volunteer" (i.e., non-employee) sales force.

  Keywords: marketing; Marketing; Salesforce Management; Recruitment; Compensation and Benefits; Consumer Products Industry; Beauty and Cosmetics Industry; California;

  Citation:

  Narayandas, Das, Michael Roberts, and Liz Kind. "Rodan + Fields Dermatologists." Harvard Business School Case 513-067, December 2012. (Revised August 2020.)  View Details

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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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• Article | Hafo shang ye ping lun [Harvard Business Review, Chinese edition] | July 2020

  Yiqing xia zhongguo qiye de duice xuanze [Lessons from Chinese Companies' Response to COVID-19]

  Das Narayandas, Vinay Hebar and Liangliang Li

  China was weeks ahead of the rest of the world in dealing with the pandemic and its fallout. To understand what's next, the authors conducted a series of 20 in-depth, in-person interviews, as well as a large-scale survey of more than 350 senior executives to ascertain how the Chinese corporate world has adapted, innovated, and survived—and even thrived—in these extremely uncertain and trying times. They identified 11 lessons for leaders in the rest of the world.

  Keywords: Management; Innovation and Management; Health Pandemics; Organizational Change and Adaptation; Asia; China;

  Citation:

  Narayandas, Das, Vinay Hebar, and Liangliang Li. "Yiqing xia zhongguo qiye de duice xuanze [Lessons from Chinese Companies' Response to COVID-19]." Hafo shang ye ping lun [Harvard Business Review, Chinese edition] (July 2020): 118–125. (Also appeared online, in English, at Harvard Business Review, June 5, 2020.)  View Details

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