Ryan Smith, the CEO, and the remaining founding team at Qualtrics escalated the company to 350 employees and an estimated $50M in revenue through an inside-sales model. Succeeding ten years of bootstrapping nonetheless, the firm took on $70M in funding from prominent venture capital funds.
With this milestone, the team faced a brand new inflection point in the growth of the company. Smith brought in John D'Agostino as the new Head of Worldwide Sales to inforce the next stage of development. D'Agostino and Smith must increase sales without adversely impacting the company's robust foundation. It was up to D'Agostino and Smith to determine should they form the sales team to manage the challenges of Qualtrics' next period of increase?
Qualtrics Scaling an Inside-Sales Organization Case Study solution
PUBLICATION DATE: January 13, 2014 PRODUCT #: E503-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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