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Case
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Reference no. SM147
Subject category: Strategy and General Management
Authors: Mike Harkey; Mark Leslie
Published by: Stanford Business School
Originally published in: 2006
Version: 19 January 2006
Length: 21 pages
Data source: Field research
Topics: Software; Sales strategy; Sales management; High technology; Product introduction; Product differentiation
Share a link: https://casecent.re/p/87024
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Abstract

Scalix Corporation, a Linux-based e-mail and calendaring software company, was founded in 2002 by Julie Hanna Farris while she was an Entrepreneur-in-Residence (EIR) at Mayfield, a venture capital firm in Menlo Park, CA. The case is about the evolution of Scalix''s sales model. As a start-up company, it attempted to sell direct to CIOs of large enterprises. After facing an uphill battle in that market and then experiencing a few successful sales to small public sector accounts, the company corrected its course.
Location:
Bay Area, California
Industry:
Software
Size:
100 employees, USD25 million revenues
Other setting(s):
2004
Teaching note
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Reference no. SM147TN
Subject category: Strategy and General Management
Authors: Mike Harkey; Jim Lattin; Mark Leslie
Published by: Stanford Business School
Originally published in: 2005
Version: 11 August 2005
Length: 5 pages
Data source: Field research
View full details
Compact case
Supplement
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Reference no. SM147SQ
Subject category: Strategy and General Management
Authors: Mike Harkey; Jim Lattin; Mark Leslie
Published by: Stanford Business School
Originally published in: 2005
Version: 11 August 2005
Length: 1 pages
Data source: Field research
Topics: Software; Sales strategy; Sales management; High technology; Product introduction; Product differentiation
Notes: For terms & conditions go to www.thecasecentre.org/freecaseterms
View full details

About

Abstract

Scalix Corporation, a Linux-based e-mail and calendaring software company, was founded in 2002 by Julie Hanna Farris while she was an Entrepreneur-in-Residence (EIR) at Mayfield, a venture capital firm in Menlo Park, CA. The case is about the evolution of Scalix''s sales model. As a start-up company, it attempted to sell direct to CIOs of large enterprises. After facing an uphill battle in that market and then experiencing a few successful sales to small public sector accounts, the company corrected its course.

Settings

Location:
Bay Area, California
Industry:
Software
Size:
100 employees, USD25 million revenues
Other setting(s):
2004

Related

Teaching note
-
Reference no. SM147TN
Subject category: Strategy and General Management
Authors: Mike Harkey; Jim Lattin; Mark Leslie
Published by: Stanford Business School
Originally published in: 2005
Version: 11 August 2005
Length: 5 pages
Data source: Field research
View full details
Compact case
Supplement
-
Reference no. SM147SQ
Subject category: Strategy and General Management
Authors: Mike Harkey; Jim Lattin; Mark Leslie
Published by: Stanford Business School
Originally published in: 2005
Version: 11 August 2005
Length: 1 pages
Data source: Field research
Topics: Software; Sales strategy; Sales management; High technology; Product introduction; Product differentiation
Notes: For terms & conditions go to www.thecasecentre.org/freecaseterms
View full details