Publications
Publications
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- March 2025
- Supplement
Wasabi Technologies (B)
By: Lou Shipley and Stacy Straaberg
Set in 2019, the “Wasabi Technologies (A)” case centers on Wasabi Technologies (Wasabi), a successful hot cloud storage company based in Boston, Massachusetts. Founder and CEO David Friend is ready to scale the four-year-old venture rapidly. Wasabi had so far focused... View Details
- March 2025
- Teaching Plan
Wasabi Technologies (A) and (B)
By: N. Louis Shipley and Stacy Straaberg
Teaching Plan for HBS Case Nos. 823-021 and 825-035. Set in 2019, the “Wasabi Technologies (A)” case centers on Wasabi Technologies (Wasabi), a successful hot cloud storage company based in Boston, Massachusetts. Founder and CEO David Friend is ready to scale the... View Details
- October 2024
- Teaching Plan
Teamworks: Tackling a Forecasting Fumble
By: Lou Shipley and Stacy Straaberg
In late March 2018, Teamworks CEO Zach Maurides learned Q1 2018 sales were at risk for a large forecasting miss. Founded in 2004, Teamworks’s software application assisted support staff in messaging, scheduling, and sharing documents with collegiate and professional... View Details
Keywords: Acquisition; Business Growth and Maturation; Communication Strategy; Decisions; Forecasting and Prediction; Business Cycles; Technological Innovation; Sports; Growth and Development Strategy; Resource Allocation; Marketing; Sales; Business Strategy; Expansion; Sports Industry; Technology Industry; United States; North Carolina
- March 2024
- Case
Teamworks: Tackling a Forecasting Fumble (A)
By: N. Louis Shipley and Stacy Straaberg
In late March 2018, Teamworks CEO Zach Maurides learned Q1 2018 sales were at risk for a large forecasting miss. Founded in 2004, Teamworks’s software application assisted support staff in messaging, scheduling, and sharing documents with collegiate and professional... View Details
Keywords: Acquisition; Business Growth and Maturation; Communication Strategy; Decisions; Forecasting and Prediction; Business Cycles; Technological Innovation; Sports; Growth and Development Strategy; Resource Allocation; Marketing; Sales; Business Strategy; Expansion; Sports Industry; Technology Industry; United States; North Carolina
- March 2024
- Supplement
Teamworks: Tackling a Forecasting Fumble (B)
By: N. Louis Shipley, Stacy Straaberg and Tom Quinn
In late March 2018, Teamworks CEO Zach Maurides learned Q1 2018 sales were at risk for a large forecasting miss. Founded in 2004, Teamworks’s software application assisted support staff in messaging, scheduling, and sharing documents with collegiate and professional... View Details
Keywords: Acquisition; Business Growth and Maturation; Communication Strategy; Decisions; Forecasting and Prediction; Business Cycles; Technological Innovation; Sports; Growth and Development Strategy; Resource Allocation; Marketing; Sales; Business Strategy; Expansion; Valuation; Sports Industry; Technology Industry; United States; North Carolina
- March 24, 2023
- Article
What Silicon Valley Bank Did Right
By: Lou Shipley
There’s a reason Silicon Valley Bank became such a fixture among startups: it understood their needs better than any other bank. Even now, many banks don’t have the flexibility and understanding to make banking easy for startups. With SVB gone, a lot of young companies... View Details
- February 2023
- Case
Seemore Meats & Veggies
By: Lou Shipley, Patricia Favreau and Mel Martin
Cara Nicoletti was an emerging food entrepreneur that had recently launched her first product, a sustainably sourced, vegetable-infused meat sausage. Brooklyn, New York City-based Seemore Meats & Veggies had seen promising signs of success in local markets and pockets... View Details
- November 10, 2022
- Article
5 Ways Startups Can Prepare for a Recession
By: Lou Shipley
Startups face unique challenges during economic downturns. They typically aren’t yet profitable and so are reliant on outside funding—and therefore are especially exposed when macroeconomic conditions change. To make it through a recession, startup CEOs should hit the... View Details
- August 2022 (Revised March 2025)
- Case
Wasabi Technologies (A)
By: N. Louis Shipley and Mel Martin
After launching a successful hot cloud storage company, Founder and CEO David Friend is ready to scale the venture rapidly. Wasabi Technologies had focused primarily on direct sales, but an opportunity to pivot to channel sales was on the horizon. The company’s major... View Details
- June 2022
- Teaching Note
Katie Couric Media: Landing the First Client
By: N. Louis Shipley, William R. Kerr and Paige Boehmcke
Developed for teaching Entrepreneurial Sales, the Katie Couric Media case supports class discussion on client selection, sales strategy, and scaling a startup media firm. View Details
- September 2021 (Revised March 2022)
- Case
Katie Couric Media: Landing the First Client
By: N. Louis Shipley and William R. Kerr
In May 2018, celebrated journalist Katie Couric and her husband, John Molner, had recently launched a full-service media firm called Katie Couric Media (KCM). Couric treasured the opportunity to address important social issues like gender equality, environmental... View Details
- February 28, 2020
- Article
How Tesla Sets Itself Apart
By: Lou Shipley
Tesla and its flamboyant, and sometimes erratic, innovator Elon Musk have turned the more than a century old industry upside down in a mere 16 years. Traditional automakers are ill prepared to compete in today’s software-centered world. Unlike nimble Tesla, they are... View Details
- 3 Feb 2020
- Interview
Lou Shipley: [How to Build a Culture of Enablement]
By: Lou Shipley
This episode of Reveal brings Lou Shipley, investor, lecturer, and previous CEO of Black Duck Security. Lou details sales enablement's role in delivering sales excellence and an effective new hire onboarding experience. View Details
- August 28, 2019
- Article
How to Make Your Sales Forecasts More Accurate
By: Lou Shipley
Companies need consistently accurate sales forecasts — but unfortunately they are rare. That’s because many companies fail to align their sales and marketing departments, and that alignment is a prerequisite for forecast accuracy. Companies can achieve better alignment... View Details
- June 6, 2019
- Article
Tesla's Advantage? 'It's the Software, Stupid.'
By: Lou Shipley
Without question, entrepreneur, innovator and engineer Elon Musk is a controversial figure, but there is no disputing that his first-to-market Tesla electric vehicles are not only revolutionizing the high-end driving experience, but also disrupting the automobile... View Details
Keywords: Tesla; Elon Musk; Autonomous Vehicle; Transportation; Software; Technology; Disruption; Auto Industry
- 29 Mar 2019
- Interview
Integrating Theory into Your Organization: Black Duck by Synopsys
By: Lou Shipley
The Disruptive Voice hits the road, heading to BlackDuck by Synopsys headquarters in Burlington, MA. We sit down with Lou Shipley (CEO), Patrick Carey (Director of Product Marketing), and Tim Kenny (VP of Culture) to hear how Competing Against Luck became a company... View Details
- September 19, 2017
- Article
After Equifax Breach, Companies Advised to Review Open-Source Software Code
By: Ben DiPietro and Lou Shipley
It doesn’t make much sense: At a time when high-powered automated trading systems can execute stock sales in real time, some companies that rely on open-source software to help to run their businesses track their open-source use on spread sheets on paper.
Lou... View Details
Lou... View Details
- July 16, 2015
- Article
How Small Businesses Can Fend Off Hackers
By: Lou Shipley
If you wanted to hack a business, which one would you pick: A Fortune 500 company with a large digital-security budget and a team dedicated to protecting its cyberassets? Or a small enterprise that doesn’t employ a single IT security specialist? Security breaches at... View Details
- January 5, 2014
- Article
Seven Things You Need to Know about CEO Lou Shipley
By: Lou Shipley and Michael B. Farrell
Globe reporter Michael B. Farrell recently spoke with Lou Shipley, the newly appointed chief executive of Black Duck Software Inc., a growing Burlington open source software company. Here's what he found out. View Details