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Publications

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  • All HBS Web  (104,819)
    • Faculty Publications  (16)

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    • All HBS Web  (104,819)
      • Faculty Publications  (16)

      Roberge, Mark N. Remove Roberge, Mark N. →

      Page 1 of 16 Results
      • February 2020
      • Case

      Drift: The First Sales Hire

      By: Mark Roberge
      David Cancel and Elias Torres, the co-founders of Drift, scaled their business to thousands of users and hundreds of thousands in revenue. However, they were falling short of the annual revenue target they communicated to the board of directors. Having scaled the...  View Details
      Keywords: Entrepreneurship; Growth Management; Salesforce Management; Selection and Staffing
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      Roberge, Mark. "Drift: The First Sales Hire." Harvard Business School Case 820-103, February 2020.
      • November 2019 (Revised November 2019)
      • Supplement

      eSig: Growth Analysis

      By: Mark N. Roberge and Thomas R. Eisenmann
      eSig, an early-stage startup, offers an electronic signature application as a "freemium" product, i.e., users can upgrade from a free basic version to a premium version by paying a subscription fee. Using 9 months of data from 50,000 user activations, available as a...  View Details
      Keywords: Esignature; Computer Software; Entrepreneurship; Business Startups; Management; Marketing Channels; Software; Computer Industry; United States
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      Roberge, Mark N., and Thomas R. Eisenmann. "eSig: Growth Analysis." Harvard Business School Spreadsheet Supplement 817-701, November 2019. (Revised November 2019.)
      • March 2019
      • Module Note

      The Entrepreneurial Manager, Module 3: Operating the Business Model

      By: Stig Leschly, Mark Roberge and Christopher T. Stanton
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      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.
      • November 2018
      • Case

      Yatooq: Longing for Arabic Coffee

      By: Mark Roberge, Gamze Yucaoglu and Samer Al-Rachedy
      As one of the few female entrepreneurs in Saudi Arabia, Lateefa Alwaalan had been trying to produce the perfect cup of Arabic coffee for over a decade. In 2007, she began testing various coffee blends, which she later branded Yatooq, the Arabic word for “craving” or...  View Details
      Keywords: Entrepreneurial Sales; Entrepreneurial Selling; Entrepreneurial Marketing; Barrier To Entry; Business Start-ups; Yatooq; Entrepreneurship; Private Sector; For-Profit Firms; Business Strategy; Patents; Business Startups; Strategic Planning; Competitive Strategy; Adaptation; Corporate Entrepreneurship; Corporate Strategy; Food and Beverage Industry; Saudi Arabia; Asia
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      Roberge, Mark, Gamze Yucaoglu, and Samer Al-Rachedy. "Yatooq: Longing for Arabic Coffee." Harvard Business School Case 819-075, November 2018.
      • September 2018
      • Supplement

      Bow & Drape

      By: Mark N. Roberge and Natalie Bartlett
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      Roberge, Mark N., and Natalie Bartlett. "Bow & Drape." Harvard Business School Spreadsheet Supplement 819-702, September 2018.
      • August 2018
      • Case

      Bow & Drape

      By: Mark N. Roberge and Natalie Bartlett
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      Roberge, Mark N., and Natalie Bartlett. "Bow & Drape." Harvard Business School Case 819-048, August 2018.
      • November 2017
      • Supplement

      Troubadour Goods

      By: Mark Roberge
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      Roberge, Mark. "Troubadour Goods." Harvard Business School Spreadsheet Supplement 818-701, November 2017.
      • October 2017 (Revised November 2017)
      • Case

      Troubadour Goods

      By: Mark Roberge and Monica Baraldi
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      Roberge, Mark, and Monica Baraldi. "Troubadour Goods." Harvard Business School Case 818-064, October 2017. (Revised November 2017.)
      • August 2017 (Revised November 2017)
      • Case

      VTS

      By: Mark Roberge and Michael Roberts
      The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real estate industry and has designed a Go-to-Market strategy for what the founders perceive to be the unique...  View Details
      Keywords: Salesforce Management; Compensation and Benefits; Managerial Roles; New York (city, NY)
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      Roberge, Mark, and Michael Roberts. "VTS." Harvard Business School Case 818-048, August 2017. (Revised November 2017.)
      • February 2017 (Revised December 2018)
      • Module Note

      The Entrepreneurial Manager, Module I: Defining and Developing the Business Model

      By: William R. Kerr, Mark Roberge and Paul A. Gompers
      The first module of The Entrepreneurial Manager (TEM) focuses on business model analysis and lean testing. Your business model defines your company and sets its strategic direction, including customer value proposition, operations, scaling, the context in which the...  View Details
      Keywords: Entrepreneurial Management; Business Models; Lean Startup; Business Model; Analysis; Entrepreneurship; Management
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      Kerr, William R., Mark Roberge, and Paul A. Gompers. "The Entrepreneurial Manager, Module I: Defining and Developing the Business Model." Harvard Business School Module Note 817-108, February 2017. (Revised December 2018.)
      • September 2016
      • Supplement

      ZenRecruit: Sales Coaching and Performance Reviews

      By: Mark N. Roberge
      Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two...  View Details
      Keywords: Business or Company Management; Salesforce Management; Applications and Software; Employees; Performance Evaluation; Information Technology Industry; Retail Industry
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      Roberge, Mark N. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Spreadsheet Supplement 817-704, September 2016.
      • September 2016 (Revised February 2017)
      • Case

      ZenRecruit: Sales Coaching and Performance Reviews

      By: Mark Roberge
      Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two...  View Details
      Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Marketing; Entrepreneurship; Sales
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      Roberge, Mark. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Case 817-041, September 2016. (Revised February 2017.)
      • August 2016 (Revised November 2019)
      • Case

      eSig: Growth Analysis

      By: Mark Roberge and Tom Eisenmann
      eSig, an early-stage startup, offers an electronic signature application as a "freemium" product, i.e., users can upgrade from a free basic version to a premium version by paying a subscription fee. Using 9 months of data from 50,000 user activations (available as a...  View Details
      Keywords: Esignature; Computer Software; Business or Company Management; Marketing Channels; Applications and Software; Business Startups; Computer Industry
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      Roberge, Mark, and Tom Eisenmann. "eSig: Growth Analysis." Harvard Business School Case 817-009, August 2016. (Revised November 2019.)
      • July 2016 (Revised October 2016)
      • Case

      Entrepreneurial Sales and Marketing Vignettes

      By: Mark Roberge and Frank Cespedes
      Which sales candidate is a startup’s ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage founders, sales leaders, and marketing executives often face one, and...  View Details
      Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Business Startups; Talent; Talent Management; Growth Management; Marketing Communications; Social Marketing; Salesforce Management; Pricing; Sales; Marketing
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      Roberge, Mark, and Frank Cespedes. "Entrepreneurial Sales and Marketing Vignettes." Harvard Business School Case 817-010, July 2016. (Revised October 2016.)
      • February 2016 (Revised August 2020)
      • Case

      InsightSquared: Developing the Sales and Marketing Plan

      By: 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...  View Details
      Keywords: Sales Planning; Applications and Software; Marketing; Sales; Planning; Growth and Development Strategy
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      Roberge, Mark, Tom Eisenmann, and Frank Cespedes. "InsightSquared: Developing the Sales and Marketing Plan." Harvard Business School Case 816-074, February 2016. (Revised August 2020.)
      • February 2016 (Revised April 2019)
      • Supplement

      InsightSquared: Developing the Sales and Marketing Plan Courseware

      By: Mark N. Roberge
      These are Excel spreadsheets of Exhibit 3-6 from the InsightSquared: Developing the Sales and Marketing Plan case #816074.  View Details
      Keywords: Sales Strategy; Strategy; Sales
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      Roberge, Mark N. "InsightSquared: Developing the Sales and Marketing Plan Courseware." Harvard Business School Spreadsheet Supplement 816-703, February 2016. (Revised April 2019.)
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