About this episode

Mark Roberge joins Brian Kenny to discuss InsightSquared's strategic dilemma between sales and marketing approaches for growth.

Software startup InsightSquared had recently hit $2 million in revenue and secured an $8 million round of venture capital. However, the founders disagreed on the path ahead, specifically on the sales and marketing plan. Should they focus on a sales-centric approach to growth or a marketing-centric one? Which strategy was optimal for their venture’s next phase of growth? Harvard Business School Senior Lecturer Mark Roberge joins Brian Kenny to discuss the case, “InsightSquared: Developing the Sales and Marketing Plan” and ideas related to his new book, The Science of Scaling.

People in this episode

Host: Brian Kenny

Guest: Mark Roberge

Topics covered

• sales strategy
• marketing strategy
• startup growth
• venture capital
• business development

Keywords

• InsightSquared
• sales-centric
• marketing-centric
• venture capital
• startup strategy

Mentioned in this episode

Organizations: InsightSquared, Harvard Business School

Books & works: The Science of Scaling, InsightSquared: Developing the Sales and Marketing Plan

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