MANAGING PIVOTAL MANAGING PIVOTAL RELATIONSHIPS RELATIONSHIPS Perry-Martel International Inc. Perry-Martel International Inc. 200-440 Laurier Ave. West, 200-440 Laurier Ave. West, Ottawa, Ontario, Canada, Ottawa, Ontario, Canada, K1R 7X6 K1R 7X6 CASE STUDY CASE STUDY Company: Pivotal Software Company: Pivotal Software Position: Chief Revenue Officer Position: Chief Revenue Officer Industry: Technology Industry: TechnologyTABLE OF CONTENTS 01 03 Case Study Process & Statistics01 Norm Francis and Keith Wales, the co-founders of Basic Software Group (BSG), the company which brought the world ACCPAC, an accounting software package which was purchased by Computer Associates , had just served their ‘7-year term’ at CA and where preparing to disrupt a new market. Working out of an in

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