Clearion Software

Name: Clearion Software (English version)
SKU: E-232

Leslie, Mark;Lattin, James;Harkey, Mike

Product #:E-232

Supplier:Stanford University

Discipline:Marketing

Setting:United States, Latin America

Details:Case (PDF) • 17 pages • 2006-08-08

Subjects:

Marketing Sales Sales and marketing Economic forecasting Economics

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Mark Jacoby, VP of the Americas sales organization at Clearion, a fictional software firm, has missed his quota for the first time in his career at the company. He needs to reevaluate his strategies for setting quotas, allocating headcount, and assigning territories. Describes the changes he makes and asks students to consider making improvements on them.