Subject category:
Entrepreneurship
Published by:
Harvard Business Publishing
Version: 12 October 2016
Length: 13 pages
Data source: Generalised experience
Abstract
Which sales candidate is a start-up'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 sometimes all, of the above scenarios as they grow their ventures. This case presents three short vignettes, with three fictitious organizations, to facilitate a discussion around these important decisions.
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Abstract
Which sales candidate is a start-up'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 sometimes all, of the above scenarios as they grow their ventures. This case presents three short vignettes, with three fictitious organizations, to facilitate a discussion around these important decisions.