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Title (A-Z) Title (Z-A) Date (Ascending) Date (Descending)
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Miniature of Veritas 1999 (B): Integrating Sales Forces
Veritas 1999 (B): Integrating Sales Forces
  • GSB Authors: Mark Leslie
  • Date: 2005-06-23
  • Publication Type: Cases
Miniature of Veritas 1999 (C): Integrating Sales Forces
Veritas 1999 (C): Integrating Sales Forces
  • GSB Authors: Mark Leslie
  • Date: 2005-06-23
  • Publication Type: Cases
Miniature of Lundberg Systems, 3 Vignettes
Lundberg Systems, 3 Vignettes
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2005-06-20
  • Publication Type: Cases
Miniature of Avaya (B), Implementing the New Go-To-Market Model
Avaya (B), Implementing the New Go-To-Market Model
  • GSB Authors: Mark Leslie
  • Date: 2005-03-09
  • Publication Type: Cases
Miniature of Avaya (A) - How to Go to Market
Avaya (A) - How to Go to Market
  • GSB Authors: Mark Leslie
  • Date: 2005-02-21
  • Publication Type: Cases
Miniature of Philip Reade
Philip Reade
  • GSB Authors: Mark Leslie
  • Date: 2004-09-08
  • Publication Type: Cases
Miniature of Inkra Networks
Inkra Networks
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2003-07-21
  • Publication Type: Cases
Miniature of Med-Mart, Transitioning the Business Model (B)
Med-Mart, Transitioning the Business Model (B)
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2003-07-14
  • Publication Type: Cases
Miniature of Med-Mart, Transitioning the Business Model (A)
Med-Mart, Transitioning the Business Model (A)
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2003-07-14
  • Publication Type: Cases
Miniature of Med-Mart, Transitioning the Business Model (C)
Med-Mart, Transitioning the Business Model (C)
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 2003-07-14
  • Publication Type: Cases
Miniature of VMware
VMware
  • GSB Authors: Mark Leslie
  • Date: 2003-05-07
  • Publication Type: Cases
Miniature of Zaplet
Zaplet
  • GSB Authors: Charles Holloway | Mark Leslie
  • Date: 2002-12-01
  • Publication Type: Cases
Miniature of Checkr (A)
Checkr (A)
  • GSB Authors: Mark Leslie
  • Date: 1900-01-01
  • Publication Type: Cases
Miniature of Checkr (B)
Checkr (B)
  • GSB Authors: Mark Leslie
  • Date: 1900-01-01
  • Publication Type: Cases
Miniature of Sage Networks
Sage Networks
  • GSB Authors: Mark Leslie | Kirk Bowman
  • Date: 1900-01-01
  • Publication Type: Cases
Miniature of Nektar Therapeutics
Nektar Therapeutics
  • GSB Authors: James Lattin | Mark Leslie
  • Date: 1900-01-01
  • Publication Type: Cases
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65 Cases 1 Articles

44 entrepreneurship 12 software 10 sales management 9 ethics 9 sales compensation 9 strategy and general management 6 venture capital 5 ASK 5 IPO 5 breach of contract 5 business models 5 dilemma 5 roadshow 5 sales organization 5 technology 5 women 4 OSHA and EPA (Environmental Protection Agency) standards 4 clothing manufacturing 4 employee problems 4 fair business practices 4 labor relations 4 layoff packages, training, severance packages 4 offshoring / offshore labor 4 outsourcing / outsourcing overseas 4 plant shutdown, layoffs, downsizing 4 sales strategy 4 sexual harassment 4 start-up 4 virtualization 3 corporate culture 3 distribution channels 3 go-to-market 3 hardware 3 human resources 3 laws & regulations 3 legal issues 3 liability 3 open source 3 strategy implementation 2 agriculture 2 autonomous vehicles 2 computer vision 2 culture 2 earnings 2 entrepreneur 2 fundraising 2 go to market strategy 2 investor selection 2 management of crises 2 marketing 2 merger 2 product introduction 2 sales 2 sales agents 2 sales forecasting 2 server 2 servers 1 Australia 1 Dell 1 Hewlett-Packard 1 IP telephony 1 Initial Public Offering (IPO) 1 Intel 1 SaaS (software as a service) 1 VARs (value-added resellers) 1 VC financing 1 VP of sales 1 Voicer over Internet Protocol (VoIP) 1 Web 2.0 1 accounting procedures 1 acquisition 1 acquisitions 1 anatomy of failure 1 artificial intellience 1 automation 1 bank 1 biotechnology 1 board of directors 1 channel 1 channel partner compensation 1 channel partner restructuring 1 chip 1 cloud computing 1 company culture 1 compensation 1 computer 1 construction 1 corporate strategy 1 crisis management 1 customer relationship management (CRM) 1 data center 1 data center services 1 district manager 1 downsizing 1 economic depression 1 employee retention 1 employee termination 1 enterprise software 1 evaluating opportunities 1 failure 1 formation of new ventures 1 fund raising 1 going public 1 high technology 1 hybrid cloud computing 1 ideation 1 incentives 1 information and communication systems management 1 innovator's dilemma 1 international 1 international channel sales 1 investment banks 1 knowledge 1 leadership 1 loyalty 1 machine learning 1 management recruitment 1 market segmentation 1 moonshot 1 negotiations 1 networking 1 outsourcing 1 overtaking an incumbent 1 partnership conflict 1 pharmaceuticals 1 pharmaceuticals industry 1 private equity 1 process improvement 1 product design 1 product development 1 product differentiation 1 product/market fit 1 quotas 1 restart 1 sales & marketing reorganization 1 sales agent 1 sales and marketing 1 sales force compensation 1 sales force management 1 sales learning curve 1 sales, marketing and pricing 1 seafood industry 1 share allocation 1 strategic partner 1 strategy 1 systems integrators 1 team dispersion 1 territories 1 underwriter