Week 37: Small World, Churn, Measuring Sales & Startup HR

Stanford GSB Sloan Study Notes, Week 7 (37), Spring quarter

This week was completely overrun with two homework projects that refused to surrender even when groups of Sloans & MBAs spent hours sitting in the room and cranking through logistic regressions and ROI analysis for marketing channels of a pharma company, or trying to calculate the optimal inventory cost of the supply chain of HP injet printer factory. Also, a real dataset of 90,000 users of mobile phone users came in, which will be a basis for one of our final projects on understanding churn – once we chew ourselves through it.

And in the Town Hall with Madhav Rajan, Associate Dean of Academics we learned that the incoming MSx 2014 class will have quite a few improvements to their class schedule, with even more room for electives in Winter & Spring – congrats! Make sure you’ll fill those slots with quant analysis under the California sun this time next year.

Covered in this issue:

  • Milgram’s Small world problem and its modern developments
  • Recency/Frequency/Monetary Value & Churn analysis
  • Measuring sales force performance and forecasting tricks (and a video sampler for a litmus test for if you should be in sales)
  • Organizational blueprints for startups
  • Guests from: Google, VMWare, Progreso, Ariat

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Week 34: Al Gore, Startups Sales to Enterprises & Founders vs Early Employees

Stanford GSB Sloan Study Notes, Week 4 (34), Spring quarter

No bandwidth to say much more that you will find not one or two, but three beautiful graphs I drew this week with my two little hands below the fold. And that the sales game hinted towards last week concluded with a triple win by Sloan Fellows (who sold $4.1..$4.7M/each over a quota of $2.6M; among those your’s truly being #3).

The two View From The Top events this week were different but great – my notes won’t do them justice. As there is some lag in getting videos out you should just subscribe to the playlist and stay tuned.

Covered in this issue:

  • Visualizing social networks and Empirical demand modelling
  • Toyota’s unique manufacturing process
  • Startups selling products into huge companies
  • Compensation tuning for founders versus early employees
  • Tough conversations before, during and after letting an employee go
  • Guests: Al Gore, Co-CEOs (incl the original “Ari Gold from Entourage”) from William Morris Endeavor, Nuru International, KKR Capstone, Accel, EIR for New York, StudyBlue

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Week 32: Brokering, Predictable Variability & Paying for Sales Performance

Stanford GSB Sloan Study Notes, Week 2 (32), Spring quarter

The highlight of the week was really non-academic: we got to host the Class of 2014 for the orientation we received in April a year ago. In a proper student timing fashion, when a day before the event you’re not sure what will come out and some of the slides getting still edited by the speaker at the time he is being introduced on stage – I think we eventually put on an all right show balancing more serious talk about academics and transitions with some glimpses into the less serious side of life we’ve had too. (Some videos of the performance of our class’ house band The Spillovers are online here).

Personally, it was especially heart-warming to hear from a bunch of incoming Sloans that they have found this blog and some other writing from our class useful when researching about business schools, Stanford and even deciding to join the Sloan format in particular. Frankly, I did not consider this as a goal for ongoing writing throughout the year originally. About a year ago I decided to keep posting rather to keep in touch with friends (especially back in Estonia) as well as from the more generic life philosophy that while you’re generating content (such as the class notes) for yourself anyway, you better have a clear reason why you would keep it private if there is any likelihood of someone else potentially benefitting too. So when this actually happens, it is a cherry on top.

Cheers to the 2014-ers and any future GSB colleagues reading this, then!

Covered in this issue:

  • Brokerage, trust and reputation in social networks analysis
  • Regressions for customer profitability
  • Predictable variability in Operations
  • Paying sales people well for performance
  • Search funds
  • Guests from: Jive Software, Sequoia Capital, Brown Robin Capital

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GSB Book Recommendations to John Doerr

Last week, John Doerr of Kleiner Perkins was speaking in the View From The Top speaker series at Stanford GSB. (Video is yet to come online, but I shared some notes here.) As part of his speech, John gave his book recommendation to the audience and in return asked the audience to email him 3 book suggestions back.

I got curious and, as I sent in mine, also asked if he would share back what the rest of the school thought. Angela Valles from KPCB was kind enough to do just that (thank you!) and for sake of easier sharing, I dropped the entire thing as it was now to a Goodreads list – open for voting, sharing, reading and other good social things.

It is quite an eclectic selection of things we read and recommend our guests here at the GSB (between MBAs, Sloans, PhD students, faculty and guests of the day), I have to say. Just a few titles were mentioned more than once in first ~200 emails. There is a lot of to-be-expected business bestsellers, but also quite a few fiction titles. And what I like is the balance of seemingly extreme ends: physic lectures meet religious texts, Ayn Rand meets Karl Marx, US history matched with stories from Asia and Europe.

Enjoy: CLICK HERE FOR THE FULL BOOK LIST