Nanxi Liu: Finding the Keys to Sales Success at Enplug

Name: Nanxi Liu: Finding the Keys to Sales Success at Enplug (English version)
SKU: SCG-518

Paul Orlando, Megan Strawther

Product #:SCG-518

Supplier:Greif Center for Entrep. Studies-USC Marshall

Discipline:Entrepreneurship

Details:Case (PDF) • 12 pages • 2016-10-12

Subjects:

Organizational development Pricing strategy Product development Quality management Sales Sales and marketing Start-ups Strategy Business management Product management Process management Entrepreneurship Entrepreneurship

Industries:

Information technology and telecom sector

Your Price:

$10.54

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In 2012, Nanxi Liu and her four co-founders launched Enplug, a digital signage company that specialized in providing businesses with customizable, interactive digital displays. A few years into the venture, Enplug pivoted from an installation-based service model that relied heavily on digital advertisements for revenue to a product-focused company that built and sold a downloadable software. The case revolves around Liu's considerations of Enplug's pricing models, sales strategy, and newly launched reseller program. It also examines Enplug's startup culture and how that played a role in Liu's decision-making as Enplug's Chief Executive Officer.

Learning Objectives

Examining a venture's business model and core competencies to understand where it delivers the most value to its customers. Maintaining quality control during a period of rapid growth. Managing a startup culture where employees produce high-quality results.