Product details

Share this page:
Please find below the full details of the product you clicked a link to view.
Thumbnail image for E209
Case
-
Reference no. E209
Subject category: Entrepreneurship
Published by:
Stanford Business School (2006)
Version:
17 April 2006
Length:
20 pages
Data source:
Field research

Abstract

Acquired through a search fund, Presidio Solutions offers an outsourced sales solution for technology companies. Presidio Solutions only sells renewals of service and maintenance contracts on their clients'' hardware and software products. The rapidly growing company has two sales organizations: (1) an outside sales force that wins new clients for Presidio; and (2) an inside sales force that sells renewals on behalf of the company''s clients. The two sales forces have very different profiles, which creates interesting management challenges. The case asks students to consider several hiring and compensation issues in both sales forces.

Topics

Outsourcing; Sales management; Sales organization; Compensation; Entrepreneurship

Access this item

casecent.re/p/86833
View our pricing guide
or to see prices.

Reviews & usage