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1、www.hbr.orgHBRCASESTUDYANDCOMMENTARYShouldDataCleargoGoGlobal—orNo?global?FourcommentatorsofferbyWalterKuemmerleexpertadvice.•ReprintR0106AFortwoyears,DataClearhashadthedataanalysismarkettoitself.ButnowaBritishupstartisnippingatitsheels.ShouldDataClearcontinue
2、tofocusonitsstrongdomesticprospectsorexpandoverseastoheadoffthenascentinternationalthreat?HBRCASESTUDYGoGlobal—orNo?byWalterKuemmerle“Whyaren’ttheybiting?”wonderedGreglookinglike2000salescouldeasilyreach$5.3McNallyashelaiddownanotherperfectlyexe-million.Atthea
3、ll-staffmeetingontheFridaycutedcast.Hewasfly-fishinginthemostbeforetheoff-site,Greghadannouncedthebeautifulspothehadeverseen,ontheAltaincompany’ssuccessinrecruitingtwomoregreatNorway—reputedlythehomeofScandinavia’sexecutives,bringingthestaffto38.“I’mmoreworthi
4、estsalmon.Andhehadplentyofopportu-confidentthaneverthatwe’llhitourgoals:$20nitytoadmiretheview.Nofishweregettinginmillionin2001andthen$60millionin2002!”theway.Whatadifferencefromtheluckhe’dhadaCloudsontheHorizoncoupleofweeksearliertroutfishingatNel-ANewJerseyn
5、ative,GregheldanMScfromson’sSpringCreekinMontana.ItseemedlikeRutgersandthenwentWesttogethisPhDinsomuchmoretimehadpassedsincethetwo-computersciencefromUCBerkeley.Hespentdayoff-sitehehadcalledthere,designedtobethenext15yearsatBorlandandOracle,firstaspartcelebrat
6、ionofthepast,partplanningforasoftwaredeveloperandthenasaseniorprod-thefuture.uctmanager.HestartedDataClearinPaloSomecelebrationhaddefinitelybeeninor-Alto,California,inthespringof1998.der.Thecompany,DataClear,wasreallytakingAtthattime,Gregrealizedthatcompanieso
7、ff,fueledbythesuccessofitsfirstsoftwarewerecollectinginformationfasterthantheyproduct,ClearCloud.In1999,itsfirstfullyearcouldanalyzeitandthatdataanalysiswasanofoperation,DataClear’ssalesreached$2.2mil-underexploitedsegmentofthesoftwarebusi-lion.Now,thefollowin
8、gSeptember,itwasness.ItwasataseminaratNorthwesternCOPYRIGHT©2001HARVARDBUSINESSSCHOOLPUBLISHINGCORPORATION.ALLRIGHTSRESERVED.HBR’scases,whicharefictional,presentcommonmanagerialdil
