Clearion Software - The Case Centre

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Case

Reference no. E232

Subject category: Entrepreneurship

Authors: Mark Leslie (Stanford Graduate School of Business, Stanford University); Jim Lattin (Stanford Graduate School of Business, Stanford University); Mike Harkey (Stanford Graduate School of Business, Stanford University)

Published by: Stanford Business School

Originally published in: 2006

Version: 8 August 2006

Length: 17 pages

Data source: Field research

Topics: Sales compensation; Sales forecasting; Sales management; Sales organization; Sales strategy; Software

Share a link: https://casecent.re/p/86719

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Abstract

This case introduces the fictional software company Clearion Software as a tool for evaluating different strategies for setting quotas, allocating headcount, and assigning territories in a growing sales organization. The protagonist of the case is Mark Jacoby, who is the VP of the Americas sales organization. After missing his quota for the first time in his career at Clearion, he needed to reevaluate his strategies for setting quotas, allocating headcount, and assigning territories. The case presents a description of the changes he makes and asks students to consider making improvements on them.

Location:

United States, Latin America

Industry:

Software