Qualtrics: Scaling an Inside-Sales Organization

Name: Qualtrics: Scaling an Inside-Sales Organization (English version)
SKU: E-503

Lattin, James M.;Bowman, Kirk;Quigless, Maryanna V

Product #:E-503

Supplier:Stanford University

Discipline:General Management

Setting:United States, Utah

Details:Case (PDF) • 17 pages • 2014-01-13

Subjects:

Leadership and managing people Management Organizational change Organizational learning Market research Entrepreneurial management Organizational development Strategy Entrepreneurship

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CEO, Ryan Smith and the rest of the founding team at Qualtrics grew the company to 350 employees and an estimated $50M in revenue through an inside-sales model. After ten years of bootstrapping however, the company took on $70M in funding from prominent venture capital funds. With this milestone, the team faced a new inflection point in the company's growth. To support the next phase of evolution, Smith brought in John D'Agostino as the new Head of Worldwide Sales. Smith and D'Agostino needed to increase revenue without negatively impacting the company's strong foundation. The Qualtrics leadership team faced several options for the future of their sales organization. It was up to Smith and D'Agostino to decide--how should they organize the sales team to face the challenges of Qualtrics' next phase of growth?