Traces the history of Comstar, specifically focusing on the development of the company's channel sales organization. As the company's channel grew by acquisition in terms of number of distributors and VARS (value-added resellers), and the company's product offering became increasingly complex, Comstar was faced with challenges around inventory management and linearity. The company was becoming increasingly insulated from its customers by piles of inventory in the channel and the company's revenues were becoming less predictable.

Details the challenges facing OuterBay in pursuing an OEM deal with a very large and well-established technology company, EMC. Describes both companies' businesses, the history of their relationship, and the initial discussion surrounding an OEM deal. Looks at the particular issues that surfaced in the ensuing negotiation, including revenue sharing, term limits, exclusivity, and account control. Negotiations dragged on over several months, with the two companies exchanging 14 versions of the letter of intent. OuterBay's CEO, Michael Howard, wonders whether the deal will make or break the company.

Details the history of Juniper Networks, with specific emphasis on idea formulation and on founder Pradeep Sindhu's decision relating to funding the company as well as his relationship with its venture capital investors. Also explores the decision the company's CEO, Scott Kriens, faced when considering the path of corporate investment.

Sarah Harris, a young, recent MBA student, sets out to raise a search fund and acquire a company in the hospitality business. Serves as a backdrop to role play various selling situations for a would-be entrepreneur. Five vignettes illustrate different situations where understanding the sales process and strategies would benefit the situation: negotiating the acquisition of a small reservations management company, soliciting a potential search fund investor, hiring a key employee, having the contract renewal of a key account put into question, and selling a new client.

For Netflix's IPO, on May 23, 2002, the company selected Merrill Lynch as the lease underwriter. The case details the process the offering team followed to lead the company to a successful IPO during difficult market conditions. Covers the process for selecting the underwriters, working with the SEC, the road show, decisions on pricing, the lock-up period and directed shares, and issues relating to the SEC-mandated quiet period and material disclosures.

Presents a full-scale business plan for the launch of an Internet service provider (ISP) for the Pacific Rim. Set in 1993, the case has a short introduction, followed by the business plan for PacNet. Dr. Kevin Wong, PacNet's founder, plans to take advantage of the exponential industry growth by becoming the dominant provider of Internet services to Pacific Rim businesses. PacNet's growth strategy depends on acquisition and consolidation of ISPs and the development of proprietary software through partnerships.