Publications
Publications
- May 2017
- HBS Case Collection
Promontory, Inc. (Brief Case)
By: Frank V. Cespedes and Amy Handlin
Abstract
Teaching Note for HBS No. 917-535. The Promontory teaching note covers a) how and why buying processes in Promontory’s market generate the array of selling approaches illustrated in the case; b) the impact of incremental sales increases on the firm’s cost structure and profit potential; c) options available to the case protagonist, including changes in recruitment criteria, deployment of sales resources, training and supervision, and use of alternative marketing vehicles.
Keywords
Citation
Cespedes, Frank V., and Amy Handlin. "Promontory, Inc. (Brief Case)." Harvard Business School Teaching Note 917-536, May 2017.