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Qualtrics: Scaling an Inside-Sales Organization Case Solution & Answer

This Case is about ENTREPRENEURIAL MANAGEMENT, KNOWLEDGE MANAGEMENT, MARKET RESEARCH, SALES TECHNOLOGY

PUBLICATION DATE: January 13, 2014 PRODUCT #: E503-PDF-ENG

CEO, Ryan Smith and the remaining of the founding team at Qualtrics increased the company to 350 employees and an estimated $50M in revenue via an inside-sales structure.

Subsequent to ten years of bootstrapping yet, the business took on $70M in financing from poineer venture capital funds. With this particular milestone, the team faced a fresh inflection point in the growth of the company.

Qualtrics Scaling an Inside-Sales Organization Case Solution

Smith brought in John D’Agostino as the brand new Head of Global Sales to support the following stage of development. D’Agostino and Smith needed to raise sales without negatively affecting the business solid basis. It was up to D’Agostino and Smith to determine should they form the sales team to manage the hurdles of Qualtrics’ next stage of growth?

 

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