1. What were Worthington’s motivations for founding Telesian Technology? What kinds of risks was she taking?

2. Worthington viewed Telesian as an advertising agency when she staarted the company. When she was a product manager, she worked closely with advertising agencies and public relations companies. In what ways do you think she differentiated Telesian from her advertising competitors at the beginning?

3. How was Worthington able to identify customer segments and match them to Telesian’s value proposition?

4. Do you feel that Worthington made the right decision to stay focused on selling services and not products? If she had decided to grow the company by offering products, in what ways would that have impacted her business model? What would have been the greatest threats that she would have faced?

5. Why do you think Telesian has survived for 30 years? What have been the key factors internal to the firm that led to its success? Have any external factors influenced the sustainability of the firm?

6. View Worthington’s profile on LinkedIn(https://www.linkedin.com/in/sharilee/.) Does she have a personal value proposition? Today is a very different world from the one in which Worthington started her company. What changes, if any, do you think Telesian will need to make in the future?