By what year did NetApp expect to break even and triple in size?

By the company's second fiscal year

By how much did NetApp's stock price drop from its previous range during the market downturn?

From $70-120 to a low of $6.54 in October of 2001

From 20.1 percent to a negative 7.5 percent

What was the net income percentage change for EMC Corporation at the close of 2001?

From 20.1 percent to a negative 7.5 percent

Which two companies are mentioned as having broader product portfolios that suffered from the market collapse in 2001?

North Palo Alto and the city of Belmont

What was the primary challenge for NetApp after implementing cost control measures and commission reductions?

Increasing employee productivity and profit margins

As of January 25, 2002, how much did NetApp's sales and marketing operating expense increase compared to the same period the previous year?

Increased to 915 in January of 2002

What degree did Jim Wilson obtain from California State University at Chico?

B.S. in Business Administration

What career change did Jim Wilson make after the 1987 market crash?

He became a sales representative for technology start-ups.

He started his own technology company.

What was Jim Wilson's first experience with NetApp?

He was a value-added reseller of its product.

He was a VP of Sales for Cisco’s western region.

What approach did Jim Wilson take to manage his team at NetApp?

He instilled an informal work environment and did not demand attendance to many regular meetings.

He micro-managed his team closely.

He held daily meetings with all reps.

He created a formal work environment with strict attendance rules.

What is the "Focal Review" at NetApp?

B) An annual appraisal of representatives

A) A weekly meeting to discuss sales strategies

C) A report on the company's financial status

D) A training program for new employees

What was the purpose of the "Improvement Plan" at NetApp?

C) To improve employee performance with potential outcomes of promotion or termination

A) To provide financial assistance to employees

B) To extend product warranties

D) To monitor the company's sales and revenue

What were the NetApp's revenue results for the third quarter of FY2002 compared to the same period the year before?

A) $198 million, down from $288 million

B) $288 million, up from $198 million

C) $198 million, unchanged from the previous year

D) $288 million, down from $198 million

Which of the following strategies did Wilson focus on to improve NetApp's situation?

B) Selling NearStore and NetCache more aggressively

A) Reducing the number of products offered

C) Increasing the prices of older products

D) Expanding the office space to accommodate more staff

What is the Total cost of ownership (TCO) strategy introduced for NetApp products?

C) To minimize service costs and increase ease of use

A) To reduce the time spent on customer service

B) To increase the administrative overhead of products

D) To offer free upgrades for all existing products

What was the main reason for NetApp's decision to scale back their sales organization?

The economic downturn and difficulties in growing sales organizations

Inability to hire enough sales representatives

The company's decision to focus on a different market

The lack of experienced sales managers

What was a key factor in NetApp's previous hiring philosophy?

"Over hiring" to allow growth from within the company

Hiring only the most experienced professionals

Outsourcing sales positions to external agencies

Focusing on hiring professionals with specific domain expertise in storage technologies

How did the practice of "over hiring" benefit NetApp?

It provided good management depth and balanced capable yet green managers

It reduced the overall cost of hiring

It allowed the company to rapidly expand without training

It ensured that only top-tier professionals were hired

What change did NetApp make to their hiring practices during the dot-com period?

They became more liberal in their hiring practices and hired less experienced professionals

They started hiring more professionals with high-tech backgrounds

They began hiring more professionals with specific domain expertise in storage technologies

They stopped "over hiring" and began hiring only as needed

According to the text, what new paradigm is required for sales representatives in today's environment?

To draw from all of their sales skills and help customers save money by investing in their technologies

To rely solely on their natural selling abilities

To focus on aggressive marketing strategies

To maintain a low profile and wait for customers to approach them

What did Wilson use to evaluate his sales reps during the last 30 days of the fourth quarter?

A mental log of criteria he felt were crucial for the role

Only the sales numbers achieved by the reps

Recommendations from other managers

What was the reaction of Todd DeSchutes to his performance review?

He disagreed and decided to discuss Wilson's assessment

He requested a transfer to another department

How did Wilson's district perform in FY2002 compared to FY2001?

It was 20 million below FY2001 levels

It exceeded the expected revenue by 20 percent

It matched the expected revenue exactly

It doubled the revenue from FY2001

What unusual step did Mininelli take before setting the equipment lease agreement?

He requested price databases from over 1,000 companies in his district.

He consulted with other district managers.

He verified the feasibility of his targets with his team.

According to the text, what is the term 'sandbagging' used to describe at NetApp?

A sales person's effort to close all potential sales transactions.

The practice of setting unreasonably high goals for customers.

The method of applying a uniform growth target across all reps and accounts.

The technique of reallocating quotas to maximize results.

What method did Wilson use to allocate accounts among his reps, which he called "best on best"?

Allocating his best reps, or those that had exceeded quota for two to three consecutive quarters, on his best accounts

Allocating the best reps to the accounts with the highest growth potential

Distributing new accounts equally among all reps

Allocating new accounts based on the reps' individual performance in the previous fiscal year

On what date did Brian Smith submit his resignation letter to Wilson?

The exact date is not mentioned

What was the consequence for Bing Chasen after finishing his improvement plan?

He was transferred to another district

What was Wilson's reaction to the suggestion of making major changes in his team by Minnelli?

He agreed after an emotional outburst

He immediately agreed to run major changes

He decided to leave the decision to his team

What strategy did Wilson decide to use when allocating accounts across his team?

Allocate based on geographical location

What was Victoria Knapp's career background before joining NetApp?

Accounting/finance and then sales at Tektronix

Sales representative at Tektronix

Executive administrator at Silicon Graphics

District manager at San Francisco District

Jim Wilson at Network Appliance (NetApp)

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Jim Wilson at Network Appliance (NetApp)

100 questions

On what date did Jim Wilson arrive for work at 6:43 a.m. as the district sales manager at Network Appliance (NetApp)?

What was Jim Wilson considering on the morning of his 198th day at NetApp?

What unexpected event occurred while Jim Wilson was reconsidering Todd DeSchutes' termination?

How did the sales representative resign from NetApp?

Who cofounded Network Appliance (NetApp)?

What was the unique feature of NetApp's appliances that differentiated them from other products in the market?

Who became the company's COO and brought his experience from managing telecommunications companies?

By what year did NetApp expect to break even and triple in size?

As of the fiscal year ending in April 30, 2001, what percentage of NetApp's revenues came from the sale of its appliance products?

Which of the following companies was not mentioned as a competitor of NetApp?

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