The case describes the early evolution of Siebel Systems, sales automation software company, focusing on issues related to the use of Siebel systems integrators as partners in the implementation and the relationship between exercise and sale functions. "Hide
by Michael J. Roberts, Joseph B. Lassiter, Nicole Tempest Source: Harvard Business School 24 pages. Publication Date: March 11, 1998. Prod. #: 898210-PDF-ENG
Related Case Solutions & Analyses:
Cold Opportunity (A): The Nils Bergqvist Story
Don Jenkins: Resigning from the Firm
Evaluating M&Deals–Announcement Effects Risk Arbitrage and Event Risk
Brand Report Card Exercise
Mannesmann AG
Fundamental Enterprise Valuation: Advantage Horizon
Yahoo’s Acquisition of Tumblr
Vic Young and Fishery Products International (B): Winds of Change
Schumpeter Finanzberatung GmbH
Bosch Group in India: Transition to the interpersonal organization
