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Case
-
Reference no. 9-898-210
Subject category: Entrepreneurship
Authors: Michael J Roberts (Harvard Business School); Joseph B Lassiter III (Harvard Business School); Nicole Tempest (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 11 December 2000
Length: 24 pages
Data source: Field research
Topics: Entrepreneurship; Sales; Marketing information systems; Applications; Implementing strategy
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Abstract

The case describes the early evolution of Siebel Systems, a sales force automation software company, focusing on issues surrounding Siebel''s use of systems integrators as implementation partners and the relationship between implementation and the selling function.
Location:
California
Size:
66 employees, USD8 million revenues
Other setting(s):
1996-1997
Case
-
Reference no. 9-807-S16
Spanish language
Subject category: Entrepreneurship
Authors: Michael J Roberts (Harvard Business School); Joseph B Lassiter III (Harvard Business School); Nicole Tempest (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 11 December 2000
Revision date: 9-May-2019
Length: 28 pages
Data source: Field research
Topics: Entrepreneurship; Sales; Marketing information systems; Applications; Implementing strategy
View full details
Compact case
Supplement
-
Reference no. 9-898-211
Subject category: Entrepreneurship
Authors: Joseph B Lassiter III (Harvard Business School); Michael J Roberts (Harvard Business School); Nicole Tempest (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 19 October 1998
Length: 4 pages
Data source: Field research
Topics: California Research Center; Entrepreneurship; Implementation; Marketing information systems; Sales management; Silicon Valley; Software
View full details

About

Abstract

The case describes the early evolution of Siebel Systems, a sales force automation software company, focusing on issues surrounding Siebel''s use of systems integrators as implementation partners and the relationship between implementation and the selling function.

Settings

Location:
California
Size:
66 employees, USD8 million revenues
Other setting(s):
1996-1997

Related

Case
-
Reference no. 9-807-S16
Spanish language
Subject category: Entrepreneurship
Authors: Michael J Roberts (Harvard Business School); Joseph B Lassiter III (Harvard Business School); Nicole Tempest (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 11 December 2000
Revision date: 9-May-2019
Length: 28 pages
Data source: Field research
Topics: Entrepreneurship; Sales; Marketing information systems; Applications; Implementing strategy
View full details
Compact case
Supplement
-
Reference no. 9-898-211
Subject category: Entrepreneurship
Authors: Joseph B Lassiter III (Harvard Business School); Michael J Roberts (Harvard Business School); Nicole Tempest (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1998
Version: 19 October 1998
Length: 4 pages
Data source: Field research
Topics: California Research Center; Entrepreneurship; Implementation; Marketing information systems; Sales management; Silicon Valley; Software
View full details