Pertinence - A Software Start-Up at a Crossroad

Published 01 Mar 2006
Reference 5355
Region Europe
Summary

This case traces the development of a French enterprise software venture and the transition from its founder to a professional CEO brought in by the venture capitalists. The company was about to miss its sales targets in 2003 by 70% and was running short of money. The new CEO was given three months to motivate the key people in the team and propose a strategic plan that would inspire the shareholders to offer a new round of financing.

Teaching objectives

The case can be used to discuss leadership issues in young ventures. It also allows for a discussion of effective sales and marketing functions for a new product. Finally, it leads to a discussion of different business models (consulting, enterprise software, mass-market software, and R&D teams) and the organizational arrangements that support them.

Keywords
  • AR2006
  • AR0506
  • RD0306
  • SOFTWARE INDUSTRY
  • BUSINESS MODEL
  • SALES STRATEGY
  • TRANSITION FROM FOUNDER TO CEO
  • START-UP TURNAROUND
  • VENTURE GROWTH
  • FRENCH START-UP
  • WOMAN CEO