B2B - Publications - Faculty & Research

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Strategy for Entrepreneurs - Course Catalog

kitchens, the circular economy, b2b compliance training, on-demand laundry, and even toothbrushes. The course will help you develop the following skills: How to run convincing startup experiments. How to use Generative AI tools to... View Details

06 Dec 2021
News

Tipping Point

forced to work from home in the pandemic, it pivoted from B2B sales to a consumer-focused business plan. The shift allowed Nyamumbo to more fully realize her initial goal of connecting producer and consumer. According to Nyamumbo,... View Details

Keywords: April White; Food Manufacturing; Manufacturing

01 Jun 2022
News

Ink: Start Small, Rise Above

that we hadn’t structured our capital right; we had a payment problem. In the consumer world, if I walked out of a store without paying, that’s called stealing. But in B2B it’s accepted that I’ll deliver my product or service and send you... View Details

Keywords: Jen McFarland Flint

31 Mar 2022
Blog Post

Setting Interns Up for Success at a Startup

by their B2B supply-chain focus,” Sani shared. “The importance of reducing food waste also hit me like a sack of potatoes. About a third of food created is wasted. Not only does that make it more difficult to feed the earth’s growing... View Details

15 Aug 2019
Blog Post

Stan Chang: “A Guided Experience into the World of Entrepreneurship”

state-of-the-art enterprise B2B software utilizing SaaS business models inspired him to seek more. Going to HBS, with its start-up support system, would give Stan, “a guided experience into the world of entrepreneurship.” Gaining an... View Details

Keywords: Technology; Entrepreneurship

01 Mar 2019
News

Alumni and Faculty Books for March 2019

Earth. This book is an invitation to live in another story, the story of sustainable abundance. Cleantech Sell: The Essential Guide to Selling Resource Efficient Products in the B2B Market by Tony McDonald (MBA 1989) Cleantech Sell... View Details

24 Aug 2016
Research & Ideas

Can Obamacare Be Saved?

market is very different from the B2B market. Yes, competing is hard work and made even harder when a company is entering a new market where the customers don’t yet understand how to make educated purchases. Insurers can better educate... View Details

Keywords: by John A. Quelch and Emily Boudreau; Insurance; Health

21 Mar 2024
Blog Post

IFC India: Renewable Energy - CleanMax

across the country. During the “IFC: Immersive Field Course,” HBS students had the opportunity to visit the site of a rooftop solar facility in Bangalore, India. The solar site is deployed and managed by CleanMax, the largest B2B provider... View Details

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Rock 100: The Summit - Entrepreneurship

recommended reading lists Hand-picked resources for the questions and concerns raised by the Rock 100 founders at the Summit can be found at the links below: B2B Marketing Aligning Strategy and Sales: The Choices, Systems, and Behaviors... View Details

09 Jun 2003
Research & Ideas

Incentives and Operational Excellence

certainty of not being nickel-and-dimed," he said. The cost of measurement itself can sometimes override any benefits. For this reason, ABP may be a better bet for B2B interorganizational settings. View Details

Keywords: by Martha Lagace

25 Aug 2022
News

In My Humble Opinion: Road Tested

One and Revolution Money, Gregg shifted to B2B with a move to FleetCor, a provider of fuel cards and business-payment products, before becoming CEO in 2017 of RoadSync, a digital payment platform targeting drivers, warehouses, freight... View Details

Keywords: Julia Hanna; trucking; leadership; fintech; career

30 Oct 2018
First Look

New Research and Ideas, October 30, 2018

easily build and deploy chatbots, fueled by artificial intelligence, to interact with their customers. Before unleashing bot-building technology to its B2B customers, HubSpot first needed to develop some best practices for the use of... View Details

Keywords: Dina Gerdeman

04 May 2020
Research & Ideas

Predictions, Prophets, and Restarting Your Business

headlines from market-driven data and options. When much of the world economy is shut for weeks and possibly months, cascading bankruptcies and higher debt loads probably mean a tightening of purchasing decisions and capital expenditures in many consumer and View Details

Keywords: by Frank V. Cespedes

01 Mar 2017
News

Case Study: Moment in the Sun

a large hotel chain reached out to express interest, Hoskins began to see the promise of B2B sales in the hospitality market. “They got the value right away,” says Hoskins. “It’s automatic: Your customers are healthier and getting better... View Details

Keywords: Dan Morrell

01 Jun 2016
News

Case Study: On the Table

is the profile of 80 percent of your customers? Focus on better serving these customers. (2) Manage the online part of the business outside Mexico—there are many Spanish speakers who are e-efficient. (3) Focus on scalable furniture sales and distribution. This may mean... View Details

13 Jan 2021
News

Stress Test

lock, but the company soon expanded its focus to B2B sales in the health care sector. Its clients now include sites responsible for COVID-19 testing and vaccine distribution, which require both security and a reliable audit log. The... View Details

01 Jun 2022
News

Case Study: Glass Half Full

venues. (For instance, how many of us could spell TikTok correctly even two or three years ago?) At this stage, Neutrall should choose the least expensive and time-consuming approach to minimize transaction costs. But to scale, the founders should start to develop... View Details

Keywords: Jen McFarland Flint; Nonstore Retailers; Retail Trade

26 Jun 2000
Research & Ideas

What’s an Internet Business Model? Ask a Health Care Professional

to learn from what's gone on before." In class, for example, Applegate said that she forbids students from replying to a question like "What is your business model?" with a statement as simplistic as "A B2B portal." Instead, students must... View Details

Keywords: by Martha Lagace; Health

01 Dec 2020
News

Two Truths and a Lie About 5G

when you look at the B2B applications, Menard explains. He points to a number of tech disruptions that are happening in parallel, including low earth orbit satellites, cloud storage, edge computing, Internet of Things networks,... View Details