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Compact case
Supplement
-
Reference no. SM120C
Subject category: Strategy and General Management
Authors: Mark Leslie (Stanford Graduate School of Business, Stanford University); Jim Lattin (Stanford Graduate School of Business, Stanford University); Erin Cunningham Yurday (Stanford Graduate School of Business, Stanford University); Tom Federico (Stanford Graduate School of Business, Stanford University)
Published by: Stanford Business School
Originally published in: 2003
Version: 23 June 2005
Length: 3 pages
Data source: Field research
Topics: Sales organization; Sales management; Sales compensation; Distribution channels; Culture; Merger
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Abstract

Supplements the (A) case.
Industry:
Data storage management software
Size:
2,000 employees, $400 million revenues
Other setting(s):
1999
Case
-
Reference no. SM120A
Subject category: Strategy and General Management
Authors: Mark Leslie (Stanford Graduate School of Business, Stanford University); Jim Lattin (Stanford Graduate School of Business, Stanford University); Erin Cunningham Yurday (Stanford Graduate School of Business, Stanford University)
Published by: Stanford Business School
Originally published in: 2003
Version: 23 June 2005
Length: 19 pages
Data source: Field research
Topics: Sales organization; Sales management; Sales compensation; Distribution channels; Culture; Merger
View full details
Compact case
Supplement
-
Reference no. SM120B
Subject category: Strategy and General Management
Authors: Mark Leslie (Stanford Graduate School of Business, Stanford University); Tom Federico (Stanford Graduate School of Business, Stanford University)
Published by: Stanford Business School
Originally published in: 2003
Version: 23 June 2005
Length: 2 pages
Data source: Field research
Topics: Sales organization; Sales management; Sales compensation; Distribution channels; Culture; Merger
View full details
Compact case
Supplement
-
Reference no. SM120CSQ
Subject category: Strategy and General Management
Authors: Mark Leslie (Stanford Graduate School of Business, Stanford University)
Published by: Stanford Business School
Originally published in: 2003
Version: 23 June 2005
Length: 1 pages
Data source: Field research
Topics: Sales organization; Sales management; Sales compensation; Distribution channels; Culture; Merger
Notes: For terms & conditions go to www.thecasecentre.org/freecaseterms
View full details

About

Abstract

Supplements the (A) case.

Settings

Industry:
Data storage management software
Size:
2,000 employees, $400 million revenues
Other setting(s):
1999

Related

Case
-
Reference no. SM120A
Subject category: Strategy and General Management
Authors: Mark Leslie (Stanford Graduate School of Business, Stanford University); Jim Lattin (Stanford Graduate School of Business, Stanford University); Erin Cunningham Yurday (Stanford Graduate School of Business, Stanford University)
Published by: Stanford Business School
Originally published in: 2003
Version: 23 June 2005
Length: 19 pages
Data source: Field research
Topics: Sales organization; Sales management; Sales compensation; Distribution channels; Culture; Merger
View full details
Compact case
Supplement
-
Reference no. SM120B
Subject category: Strategy and General Management
Authors: Mark Leslie (Stanford Graduate School of Business, Stanford University); Tom Federico (Stanford Graduate School of Business, Stanford University)
Published by: Stanford Business School
Originally published in: 2003
Version: 23 June 2005
Length: 2 pages
Data source: Field research
Topics: Sales organization; Sales management; Sales compensation; Distribution channels; Culture; Merger
View full details
Compact case
Supplement
-
Reference no. SM120CSQ
Subject category: Strategy and General Management
Authors: Mark Leslie (Stanford Graduate School of Business, Stanford University)
Published by: Stanford Business School
Originally published in: 2003
Version: 23 June 2005
Length: 1 pages
Data source: Field research
Topics: Sales organization; Sales management; Sales compensation; Distribution channels; Culture; Merger
Notes: For terms & conditions go to www.thecasecentre.org/freecaseterms
View full details