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Show Results For
- All HBS Web
(3,831)
- People (1)
- News (641)
- Research (2,750)
- Events (5)
- Multimedia (5)
- Faculty Publications (1,681)
- August 2016 (Revised June 2017)
- Case
InsideSales.com (A)
This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements,... View Details
Keywords: Business Organization; Customer Relationship Management; Marketing Strategy; Organizational Change And Adaptation; Organizational Design; Talent; Talent Management; Organizations; Growth Management; Sales; Salesforce Management; Corporate Entrepreneurship; Technology Industry; United States
Cespedes, Frank V. "InsideSales.com (A)." Harvard Business School Case 817-018, August 2016. (Revised June 2017.)
- 03 Mar 2023
- Research & Ideas
When Showing Know-How Backfires for Women Managers
Most of us would like to impress the people we work with. But new research from Harvard Business School Assistant Professor Alexandra Feldberg finds that, for women managers, this aspiration can undermine performance. Feldberg discovered that women View Details
- 2020
- Other Teaching and Training Material
Leading the Charge: A Podcase about Product Management at Opower
By: Jeffrey Rayport and John J. Lafkas
The Opower podcase materials contain audio from professor Jeffrey Rayport's interview with Ben Foster, the former vice president of product management at Opower, and more recently the co-founder of Prodify. In the podcase, Ben discusses how product management works in... View Details
Keywords: Product; Management; Growth and Development Strategy; Customization and Personalization; Conflict Management; Software
Rayport, Jeffrey, and John J. Lafkas. "Leading the Charge: A Podcase about Product Management at Opower." Harvard Business Publishing Podcase, HBS No. 7223, 2020. Audio.
- March 2021 (Revised August 2022)
- Case
Seeding and Selling Asana
By: Jeffrey F. Rayport, Susie Ma and Amram Migdal
In December 2019, Oliver Jay, Asana’s Chief Revenue Officer (CRO), was reconsidering his go-to-market (GTM) strategy. Asana was cloud-based work management software that enabled users to break up projects into discrete tasks that could be assigned, scheduled, and... View Details
Keywords: SaaS; Customer Journey; Business Model; Business Organization; Change Management; Growth and Development Strategy; Growth Management; Marketing Channels; Marketing Strategy; Product Marketing; Organizational Change and Adaptation; Organizational Design; Organizational Structure; Digital Platforms; Internet and the Web; Technology Industry; United States
Rayport, Jeffrey F., Susie Ma, and Amram Migdal. "Seeding and Selling Asana." Harvard Business School Case 821-054, March 2021. (Revised August 2022.)
- December 2018 (Revised June 2021)
- Supplement
Bulb 2017: Launch
By: John R. Wells and Benjamin Weinstock
On August 21, 2015, Amit Gudka and Hayden Wood, co-founders of Bulb Ltd. (Bulb) launched a new business to supply energy to the United Kingdom’s 27 million residential homes with a promise of 100% renewable electricity at affordable prices. By the end of March 2017,... View Details
Keywords: Green Energy; Start-up; Launch; Customer Acquisition; Customer Churn; Customer Engagement; Electricity; Resources; Growth Strategy; B-Corp; Entrepreneurial Management; Entrepreneurial Journey; Entrepreneurial Financing; Renewable Energy; Business Startups; Growth and Development Strategy; Business Model; Working Capital; Product Launch; Customers; Growth Management; Business Plan; Decision Making; United Kingdom
Wells, John R., and Benjamin Weinstock. "Bulb 2017: Launch." Harvard Business School Supplement 719-441, December 2018. (Revised June 2021.)
- Article
Unconventional Insights for Managing Stakeholder Trust
By: Michael Pirson and Deepak Malhotra
Initiatives to build and maintain trust with various stakeholders, including customers, employees, suppliers and investors, are at the top of the executive agenda at many organizations. But most companies don't really understand how to manage stakeholder trust... View Details
Keywords: Values and Beliefs; Knowledge Use and Leverage; Organizational Culture; Business and Stakeholder Relations; Perspective; Trust; Cooperation
Pirson, Michael, and Deepak Malhotra. "Unconventional Insights for Managing Stakeholder Trust." MIT Sloan Management Review 49, no. 4 (Summer 2008): 43–50.
- March 1998 (Revised October 2001)
- Case
Teradyne: Corporate Management of Disruptive Change
By: Joseph L. Bower
Two cases deal with the introduction of a new product to Teradyne's line of semiconductor test equipment. This case deals with the problems facing the head of a start-up division responsible for developing and bringing to market a new product based on technology deemed... View Details
Keywords: Business Startups; Disruption; Management; Market Entry and Exit; Product; Problems and Challenges; Competitive Strategy; Corporate Strategy; Technology
Bower, Joseph L. "Teradyne: Corporate Management of Disruptive Change." Harvard Business School Case 398-121, March 1998. (Revised October 2001.)
- 01 Mar 2023
- News
The Exchange: Micro Management
Image by John Ritter In the 50 years since modern microfinance was introduced as a tool to fight poverty, institutions have distributed hundreds of millions of loans to people in developing countries. Such loans are repaid at rates often as high as 98 percent. Those... View Details
- 11 Jul 2023
- News
To Get Better Customer Data, Build Feedback Loops into Your Products
- 30 Apr 2008
- Sharpening Your Skills
Sharpening Your Skills: Brand Management
disagrees. Key concepts include: Most B2B marketers cannot economically address thousands of small businesses using the traditional direct sales force. If left unattended, individual managers will each do their own ad hoc marketing. B2B... View Details
- 30 Apr 2024
- Book
When Managers Set Unrealistic Expectations, Employees Cut Ethical Corners
willing to approve continued sales of a drug known to be lethal to some customers in fulfilment of their assigned role to maximise value for shareholders (Armstrong, 1977, p. 204). And so on. Yet, the insights from this research and their... View Details
Keywords: by Dina Gerdeman
- April 2009
- Supplement
Merck: Managing Vioxx (E)
By: Robert L. Simons, Kathryn Rosenberg and Natalie Kindred
Keywords: Leadership; Decision Choices and Conditions; Customer Focus and Relationships; Pharmaceutical Industry
Simons, Robert L., Kathryn Rosenberg, and Natalie Kindred. "Merck: Managing Vioxx (E)." Harvard Business School Supplement 109-084, April 2009.
- March 2023
- Supplement
Allianz Türkiye (C): Managing the 2017 Hail Storm
By: John D. Macomber and Fares Khrais
Allianz Turkey is a property casualty insurance company operating in a region experiencing increasing losses from natural catastrophe events related to climate change, for example hail, wildfire, and flooding. There are also substantial other natural catastrophe... View Details
Keywords: Insurance And Reinsurance; Natural Disasters; Turkey; Insurance; Climate Change; Analytics and Data Science; Insurance Industry; Financial Services Industry; Turkey
Macomber, John D., and Fares Khrais. "Allianz Türkiye (C): Managing the 2017 Hail Storm." Harvard Business School Supplement 223-084, March 2023.
- 25 Apr 2014
- News
Fostering a synergy at work that benefits associates as well as customers
Ganesh Natarajan (AMP 169, 2005), CEO of Zensar Technologies, is cultivating a collaborative management philosophy and innovative HR policies to ensure its 7,000 associates help customers achieve their... View Details
- 29 Apr 2015
- HBS Seminar
Jason Jay, MIT Sloan School of Management
- September 2008 (Revised June 2010)
- Case
Hearts On Fire - Brand Development Manager
By: Frank V. Cespedes and Benson P. Shapiro
Hearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After one year, the CEO, CFO and President must evaluate the impact... View Details
Keywords: Customer Focus and Relationships; Investment Return; Brands and Branding; Marketing Strategy; Business Processes; Salesforce Management; Business Strategy
Cespedes, Frank V., and Benson P. Shapiro. "Hearts On Fire - Brand Development Manager." Harvard Business School Case 709-436, September 2008. (Revised June 2010.)
- 16 Jun 2008
- Research & Ideas
Seven Tips for Managing Price Increases
sticker shock? 1. Understand Your Customers. There are at least four ways in which customers can respond to higher gas prices: downgrade from premium to regular; take fewer trips by car, consolidate errands, switch to public... View Details
Keywords: by John Quelch
- April 2009
- Supplement
Merck: Managing Vioxx (G)
By: Robert L. Simons and Natalie Kindred
Keywords: Decision Choices and Conditions; Leadership; Customer Focus and Relationships; Pharmaceutical Industry
Simons, Robert L., and Natalie Kindred. "Merck: Managing Vioxx (G)." Harvard Business School Supplement 109-086, April 2009.
- 25 Jun 2024
- News
On the Move: Alexis DePree (MBA 2007)
When Nordstrom announced the promotion of Alexis DePree (MBA 2007) to COO in early June, media outlets noted DePree’s expanded, end-to-end role in managing operations and customer experience in an increasingly complex retail environment. DePree joined Nordstrom in... View Details
- 28 Nov 2017
- News