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Reference no. E209
Subject category: Entrepreneurship
Published by:
Stanford Business School (2006)
17 April 2006
20 pages
Data source:
Field research


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.


Outsourcing; Sales management; Sales organization; Compensation; Entrepreneurship

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