How Mark Roberge Built HubSpot’s Sales Engine
How Mark Roberge went from engineering to sales and built a high performance sales organisation from scratch.
Home of the calibration case method.
Accelerate your understanding of business by browsing our case selections. Pick a concept, and then read the cases within them. As you read, compare and contrast between each case: what are some surprising similarities? What are some surprising dissimilarities?
Doing this simulates what experts do when they examine cases in business and investing. Learn more →
And growing! The case library receives steady updates of new Calibration Cases.
Mark cases as read, and view your progress through a concept series.
Know when a new case is published, or new series begins.
Process improvement is harder than it looks because of a 'worse before better' dynamic. This is what that looks like.
How entities — companies, firms, protocols — design effective incentives to accomplish effective goals.
Cases of companies going through turnarounds — either successfully or no.
Cases of companies building or managing effective employee culture, for the purpose of effective organisational behaviour.
A collection of cases on counter-positioning as a competitive advantage.
What it's like in the search for product market fit, at the very earliest stages of a product.
How Mark Roberge went from engineering to sales and built a high performance sales organisation from scratch.
What it looks like when you apply statistical process control the a fourth grade science class.
Apart from being a successful turnaround CEO, there is one other thing about Jim Kilts that is highly unusual: his ability to create a deep bench of executive leaders in every company he helmed. This is how he did it.
How Snowflake’s Chief Revenue Officer Chris Degnan helped Snowflake find product market fit.
What Dhirubhai Ambani’s fight against Nusli Wadia shows us about doing business in rising India.
How Kwek Leng Beng picked the way he played the hotel game, built specifically around the way he was trained ... and won.
How the son of an Singaporean tycoon cut his teeth in the game of business.
How the ‘bad boys’ of the minicomputer boom made a name, made a fortune, and then went away.
How Jim Kilts cut through the noise in the first few months of the Gillette turnaround.
How Jamshetji’s sons carried out his legacy — and laid the foundation for the business empire — after his death.
How Robert Kuok gave way to his nephew, Kuok Khoon Hong, to form Wilmar International.
The dramatic saga of succession at Samsung — which spawned five new conglomerates.