This course outlines the practical and tactical ins and outs of how to sell technical products to a sophisticated marketplace. How to build and manage a sales force; building compensation systems for a sales force, assigning territories, resolving disputes, and dealing with channel conflicts. Focus...
, About Lou
Senior Lecturer at MIT
CEO, Black Duck Software
Open Source Logistics Software
CEO, VMTurbo.com
Intelligent Workload Management for Cloud and Virtualized
Environments
Experienced Operating Executive
Citrix
Reflectent (acquired by Citrix)
WebLine Communications
Avid Technology
B.A. from Trinity College and M.B.A. from HBS
2
, About Dennis
SVP, Strategic Planning, EMC Corporation
Diversified Information Technology
CEO, Storigen Systems (acquired by EMC)
Distributed Storage Networking
Previous Roles
Entrepreneur in Residence, Bessemer Ventures
Product Management and Marketing, Avid Technology
Strategy Consultant, Marakon Associates
Engineer, Polaroid Corporation
BSEE from Union College and MBA from Harvard
Married, four children, two dogs
http://www.linkedin.com/in/dennishoffman/
3
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller tandhiwahyono. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $2.60. You're not tied to anything after your purchase.