Scalix Corporation, Linux-based e-mail and calendar software company, was founded in 2002 by Julia Anna Farris, she was an entrepreneur in residence (EIR) in Mayfield, a venture capital firm in Menlo Park, California. Describes the evolution of sales of the model in Scalix. In the start-up company, he tried to sell directly to the IT directors of large enterprises. After facing an uphill struggle in this market, and have a number of successful sales of small public sector accounts, the company adjusts its course. "Hide
by Mike Harkey, Mark Leslie, James Lattin Source: Stanford Graduate School of Business 21 pages. Publication Date: January 19, 2006. Prod. #: SM147-PDF-ENG
Related Case Solutions & Analyses:
Unintended Economic Implications of Financial Reporting Standards
The Gail Palmer Ashton Graduate School of Business: The Balanced Scorecard Initiative
GVM Exploration Limited
Roundabout Theatre Co. (A)
Boeing Co.s Accounting for Executive Stock Compensation
Global Accounting Convergence & Potential Adoption of IFRS by the United States (Part II)
Hemo-Tech Inc.
Emergia: Driving Profitability on Help Desk Contracts
Beacon Lakes
Finnpapers, Inc.
