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Demandforce: Pursuing Entrepreneurial Dreams
Freeland, James R.; Hess, Edward D. Case ENT-0198 / Published April 10, 2013 / 15 pages.
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Product Overview

By 2012, Rick Berry, the founder and CEO of Demandforce (DF), and his team had built a company with annual revenue of approximately $70 million. DF provided small businesses with software tools used by more than 23,000 individual businesses and 50,000 business users to communicate with their customers. DF's business model was software as a service (SaaS) for a monthly fee. The company's value creation for its clients was evidenced by a high client renewal rate of 88%. But after DF was acquired by Intuit in April 2012, Berry knew that the game had changed dramatically. He was now confronted with a new challenge?one he had never faced: building a big company. He had to take his business and grow it into a business with $750 million of revenue as quickly as possible.

  • Overview

    By 2012, Rick Berry, the founder and CEO of Demandforce (DF), and his team had built a company with annual revenue of approximately $70 million. DF provided small businesses with software tools used by more than 23,000 individual businesses and 50,000 business users to communicate with their customers. DF's business model was software as a service (SaaS) for a monthly fee. The company's value creation for its clients was evidenced by a high client renewal rate of 88%. But after DF was acquired by Intuit in April 2012, Berry knew that the game had changed dramatically. He was now confronted with a new challenge?one he had never faced: building a big company. He had to take his business and grow it into a business with $750 million of revenue as quickly as possible.

  • Learning Objectives