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September 2016 (Revised February 2017)
Case

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Marketing; Entrepreneurship; Sales

May 2009
Teaching Note

F-Secure Corporation: Software as a Service (SaaS) in the Security Solutions Market (TN)

By: Lynda M. Applegate, Robert D. Austin, Kalle Lyytinen, Esko Penttinen and Timo Saarinen

Teaching Note for [809099]. View Details

Keywords: Business Model; Applications and Software; Innovation and Invention; Opportunities; Business Growth and Maturation; Service Operations; Problems and Challenges; Web Services Industry; Information Technology Industry

October 2022
Case

Volt Lines: Leading a B2B Service Provider through a Crisis (A)

By: Navid Mojir and Gamze Yucaoglu

Volt Lines was a next-generation transportation service in Istanbul, Turkey. The company was trying to disrupt the traditional corporate transportation market by developing software that allowed it to offer subscription-based transportation. Under the subscription... View Details

Keywords: Business To Business Marketing; B2B Marketing; B2B Pricing; Subscription Model; Crisis Marketing; Startup; Service Management; Information Technology; Transportation; COVID-19 Pandemic; Disruptive Innovation; Digital Platforms; Business Model; Price; Crisis Management; Opportunities; Transportation Industry; Technology Industry; Turkey

2015
Working Paper

Corporate Sponsorship in Culture—A Case of Partnership in Relationship Building and Collaborative Marketing by a Global Financial Institution and a Major Art Museum

By: Ragnar Lund and Stephen A. Greyser

Purpose: This paper examines cultural sponsorship from a partnership and relationship marketing perspective. It studies a case of how a partnership between two international institutions, a bank and a museum, adds value to both in terms of interaction with... View Details

Keywords: Value Creation; Partners and Partnerships; Marketing Strategy; Culture; Banks and Banking

April 2017
Teaching Note

DoubleDutch

By: Frank Cespedes

This Teaching Note accompanies HBS No. 815-044 “DoubleDutch” in which the co-founders of the event management start-up, DoubleDutch, have to make a significant decision about their young company's sales function. The teaching note covers: Opportunity analysis,... View Details

Keywords: Sales Management; Selling; Marketing Management; Strategy Implementation; Business Marketing; Salesforce Management; Marketing; Sales; Marketing Strategy; Strategy; Entrepreneurship; Business Startups; Technology Industry; United States; Europe; Asia

September 2012 (Revised September 2014)
Case

Doing Business in Brazil

By: Aldo Musacchio, Gustavo A. Herrero, Ricardo Reisen de Pinho, Cintra Scott and Jill Avery

This case examines the challenges and opportunities of doing business in Brazil. It highlights Brazil's ongoing economic transformation in the decades leading up to 2014 in the context of its historical, political, and cultural background. The case summarizes some of... View Details

Keywords: Emerging Market Finance; Emergent Countries; Business History; Economic History; Emerging Markets; Business Ventures; Strategy; Brazil

January 2019 (Revised October 2019)
Case

Glossier: Co-Creating a Cult Brand with a Digital Community

Glossier’s proclaimed strategy was “born from content; fueled by community.” The digital-first, direct-to-consumer beauty brand had experienced rapid growth, with sales up 600% in 2017 and a customer portfolio that grew by threefold. But, its founder, Emily Weiss, was... View Details

February 12, 2021
Article

The Commercial Space Age Is Here

By: Matt Weinzierl and Mehak Sarang

In May of 2020, SpaceX made history as the first private company to send humans into space. This marks not only a tremendous technological achievement, but also the first indication that an entirely new “space-for-space” industry—that is, goods and services designed to... View Details

Keywords: Space Economy; New Markets; Emerging Markets; Opportunities; Entrepreneurship; Commercialization; Aerospace Industry

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Teaching Interest

Entrepreneurship in Emerging Economies (Online Course)

By: Tarun Khanna

This business and management course takes an inter-disciplinary approach to understanding and solving complex social problems. You will learn about prior attempts to address these problems, identify points of opportunity for smart entrepreneurial efforts, and... View Details

Keywords: Entrepreneurship In Emerging Markets; Emerging Economies; Business; Entrepreneurship; Emerging Markets; Management; Business or Company Management

June 2014
Supplement

Harley-Davidson in India (B)

By: Krishna Palepu and David Lane

This case examines how Harley-Davidson has worked to globalize its business by focusing on how CEO Matt Levatich and India country manager Anoop Prakash assess and act on the opportunities and challenges posed by entering the Indian market, and where and how the... View Details

Keywords: India; Globalization; Emerging Markets; Manufacturing

June 2014
Case

Harley-Davidson in India (A)

By: Krishna Palepu and David Lane

This case examines how Harley-Davidson has worked to globalize its business by focusing on how CEO Matt Levatich and India country manager Anoop Prakash assess and act on the opportunities and challenges posed by entering the Indian market, and where and how the... View Details

Keywords: India; Globalization; Emerging Markets; Manufacturing

November 2013 (Revised September 2015)
Case

Doing Business in Cambodia

By: Felix Oberholzer-Gee and Dawn H. Lau

This case examines the challenges and opportunities of doing business in Cambodia. It highlights Cambodia's economic transformation in the decades leading up to 2013 in the context of its history, culture, and politics. View Details

Keywords: Cambodia; Economic Stability; Economic Development; Emerging Markets; Economic Growth; Southeast Asia

September 2012 (Revised September 2015)
Case

Doing Business in Turkey

By: Felix Oberholzer-Gee, Robin J. Ely, Daniela Beyersdorfer, Emilie Billaud and Cigdem Çelik

In a rather flat international business environment characterized by shrinking markets and economic turmoil, Turkey promoted itself as one of the safe havens for investments. Led by the strong domestic demand of a young population, the country had tripled its GDP... View Details

Keywords: Emerging Market Finance; Emergent Countries; Business History; Economic History; Fieldwork; Emerging Markets; Business Ventures; Strategy; Turkey

January 2015 (Revised July 2015)
Case

Jimmy Choo

By: Anat Keinan and Sandrine Crener

Jimmy Choo is a British luxury accessories brand, specializing in shoes, handbags, accessories, and fragrances. Founded in 1996 in London by couture shoe designer Jimmy Choo and Vogue accessories editor Tamara Mellon OBE, the brand enjoyed immediate success and rapidly... View Details

March 2014 (Revised October 2015)
Case

Teach For China and the Chinese Nonprofit Sector

By: William C. Kirby and Erica M. Zendell

Teach For China was founded in 2008 with the mission of expanding educational opportunity across China. By 2013, Andrea Pasinetti's lofty dream had taken flight: over 300 graduates from top American and Chinese universities were participating in its 2-year teaching... View Details

Keywords: Nonprofit; China; Business And Government Relations; Business And Poverty; Business And Society; Emerging Market Entrepreneurship; Emerging Market; NGO; Education; Entrepreneurship; Social Enterprise; Emerging Markets; Non-Governmental Organizations; Nonprofit Organizations; Education Industry; China

October 2017 (Revised September 2022)
Teaching Note

Fuyao Glass America: Sourcing Decision

This case is about globalization: a Chinese company has decided to locate a production facility close to its customers in the U.S., but a recent contract bid means it will lose money, at least initially, by supplying product from that factory. The purpose of this case... View Details

Keywords: Supply Chains; Labor Market; Labor Supply; Arbitrage; Tradable Sector; Supply Chain Management; Supply Chain; Labor; Globalization; Globalized Markets and Industries; Geographic Location; Auto Industry; United States; China

November 2013
Teaching Plan

Hotel Ivory

By: Nicolas P. Retsinas and Lisa Strope

Cheick Sanankoua is an MBA student who believes that he has found the perfect investment property, a small, independently-owned hotel, on the Ivory Coast. However, he has had trouble raising money for the investment beyond friends and family. Through contacts in the... View Details

Keywords: Real Estate; Emerging Market; Private Equity; Property; Real Estate Industry; Africa

June 2023
Case

Investing in the Climate Transition at Neuberger Berman

By: George Serafeim and Benjamin Maletta

By mid-2023, Neuberger Berman (NB), an active asset manager, had grown its assets under management to about half a trillion dollars and took pride in its client centricity and innovative spirit. Responding to client demand for investment products that integrated... View Details

September 2014 (Revised September 2015)
Case

Doing Business in Morocco

By: Jill Avery, Tonia Junker and Daniela Beyersdorfer

This case examines the challenges and opportunities of doing business in Morocco. It highlights Morocco's ongoing economic transformation in the decades leading up to 2014 in the context of its historical, political, and cultural background. The case summarizes some of... View Details

Keywords: Emerging Market; Emerging Economies; Africa; Global Strategy; Operations Management; Development Economics; Geographic Scope; Globalization; Business History; Emerging Markets; Market Entry and Exit; Operations; Strategy; Auto Industry; Africa; Morocco

June 2016
Teaching Plan

Terrapin Laboratory

By: Joseph B. Fuller and Andrew Otazo

This teaching plan accompanies the case "Terrapin Laboratory," HBS No. 315-098. That case describes the formation and rapid growth of a drug testing company. The company needs to decide whether to enter the painkiller testing market, in addition to growing its drug... View Details

Keywords: Business Growth; Entrepreneurial Management; Growth Strategy; Market Entry; Venture Capital; Market Entry and Exit; Entrepreneurship; Health Testing and Trials; Growth and Development Strategy; Pharmaceutical Industry

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