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  • All HBS Web  (1,205)
    • People  (1)
    • News  (188)
    • Research  (877)
    • Events  (3)
  • Faculty Publications  (446)
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  • February 2003 (Revised May 2004)
  • Case

ENSR International

What is the best way to "sell" consulting services? Should the firm focus on key accounts? Should it have dedicated salespeople? How should the firm account for "selling" activities in its compensation plan? ENSR is an environmental consulting firm located in Westford,... View Details
Keywords: Sales; Consulting Industry; Massachusetts
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Godes, David B. "ENSR International." Harvard Business School Case 503-075, February 2003. (Revised May 2004.)
  • June 2020
  • Case

TransDigm: The Acquisition of Aerosonic Corp.

By: Benjamin C. Esty and Daniel W. Fisher
In April 2013, TransDigm, a company that manufactured a wide range of highly engineered aerospace parts for both military and commercial aircraft, announced an agreement to acquire Aerosonic Corporation for $39 million in cash (1.2 times Aerosonic’s sales of $31... View Details
Keywords: Mergers and Acquisitions; Growth Management; Business Strategy; Competitive Strategy; Value Creation; Valuation; Negotiation; Cash Flow; Contracts; Aerospace Industry; Air Transportation Industry; United States
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Esty, Benjamin C., and Daniel W. Fisher. "TransDigm: The Acquisition of Aerosonic Corp." Harvard Business School Case 720-480, June 2020.
  • April 18, 2023
  • Article

The Rebirth of Software as a Service

By: Frank V. Cespedes and Jacco van der Kooij
Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach falls short when applied to a recurring revenue business, where the customer life cycle looks more like a bowtie, not a... View Details
Keywords: Customers; Sales; Technology Industry
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Cespedes, Frank V., and Jacco van der Kooij. "The Rebirth of Software as a Service." Harvard Business Review (website) (April 18, 2023).
  • December 2008 (Revised October 2009)
  • Case

Wal-Mart Stores in 2003 (Abridged Version)

By: Frank V. Cespedes
Examines Wal-Mart's development over three decades and provides financial and descriptive detail of its domestic operations. In 2003, Wal-Mart's Supercenter business has surpassed its domestic business as the largest generator of revenues. Its international operation... View Details
Keywords: Equality and Inequality; Business Growth and Maturation; Competitive Advantage; Labor Unions; Operations; Global Strategy; Problems and Challenges; Gender; Retail Industry; United States
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Cespedes, Frank V. "Wal-Mart Stores in 2003 (Abridged Version)." Harvard Business School Case 709-423, December 2008. (Revised October 2009.)
  • June 2024
  • Article

Going Digital: Implications for Firm Value and Performance

By: Wilbur Chen and Suraj Srinivasan
We examine firm value and performance implications of the growing trend of non-technology companies engaging in digital transformation. We measure digital activities in firms based on the disclosure of digital words in the business description section of 10-Ks. Digital... View Details
Keywords: Digital Technologies; Valuation; Return Predictability; Financial Statement Analysis; Performance; Value; Information Technology
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Chen, Wilbur, and Suraj Srinivasan. "Going Digital: Implications for Firm Value and Performance." Review of Accounting Studies 29, no. 2 (June 2024): 1619–1665.
  • September 2015 (Revised June 2018)
  • Case

Macy's: Evolution in the Sunshine State

By: Boris Groysberg, Das Narayandas, Benson P. Shapiro and Sarah L. Abbott
In 2009, Lee O'Rourke was promoted to district vice president in charge of Macy's newly created North Florida district. This district consisted of 11 stores located in the greater Orlando area and in the east coast towns of Daytona, Melbourne, Merritt Island, and Vero... View Details
Keywords: Human Capital; Managing Performance; Retail; Organization; Change Management; Leadership; Leadership Style; Leading Change; Marketing; Marketing Strategy; Management; Organizational Change and Adaptation; Performance Improvement; Retail Industry; United States
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Groysberg, Boris, Das Narayandas, Benson P. Shapiro, and Sarah L. Abbott. "Macy's: Evolution in the Sunshine State." Harvard Business School Case 416-018, September 2015. (Revised June 2018.)
  • 19 Sep 2006
  • First Look

First Look: September 19, 2006

punch of earlier generations: video sales generally decrease over time across all quantiles of the sales distribution, but this effect is most pronounced among best-selling titles. Our findings have... View Details
Keywords: Sean Silverthorne
  • January 1997 (Revised June 1997)
  • Case

Southwire: Beyond 2000

By: F. Warren McFarlan and Melissa Dailey
Southwire, based in Carrollton, GA, was the leading producer of aluminum and copper rod, wire, and cable for the transmission and distribution of electricity. In one decade, CEO Roy Richards, Jr. grew annual sales from $500 million in 1985 to $1.9 billion in 1995, an... View Details
Keywords: Leading Change; Growth Management; Competitive Strategy; Global Strategy; Manufacturing Industry
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McFarlan, F. Warren, and Melissa Dailey. "Southwire: Beyond 2000." Harvard Business School Case 397-074, January 1997. (Revised June 1997.)
  • 19 Sep 2017
  • First Look

First Look at New Research and Ideas, September 19

presented from the perspective of the company CEO and its global brand director who is also part owner. In 2015, Mavi had sales of $419 million, up 20% from the previous year. Growth rates like these were... View Details
Keywords: Sean Silverthorne
  • March 2007 (Revised June 2007)
  • Case

Wal-Mart, 2007

By: David B. Yoffie and Michael Slind
In 2007, Wal-Mart faced challenges to its historically high growth rate. Lagging same-store sales and setbacks overseas led the company to consider strategic shifts. Wal-Mart was the world's largest retailer, but competition had become particularly acute as the company... View Details
Keywords: Competition; Management Practices and Processes; Rural Scope; Human Resources; Problems and Challenges; Organizational Change and Adaptation; Globalized Firms and Management; Marketing Strategy; Growth Management; Urban Scope; Retail Industry; United States
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Yoffie, David B., and Michael Slind. "Wal-Mart, 2007." Harvard Business School Case 707-517, March 2007. (Revised June 2007.)
  • 09 Mar 2003
  • Research & Ideas

Six Keys to Building New Markets by Unleashing Disruptive Innovation

locus of integration typically shifts to the interface with the customer. 6. Be patient for growth but impatient for profitability. Managers inside new-growth businesses often feel tremendous pressure to quickly ramp up View Details
Keywords: by Clayton M. Christensen, Michael E. Raynor & Scott D. Anthony
  • 2009
  • Working Paper

Clusters of Entrepreneurship

By: Edward L. Glaeser, William R. Kerr and Giacomo A.M. Ponzetto
Employment growth is strongly predicted by smaller average establishment size, both across cities and across industries within cities, but there is little consensus on why this relationship exists. Traditional economic explanations emphasize factors that reduce entry... View Details
Keywords: Economic Growth; Entrepreneurship; Cost; Employment; Market Entry and Exit
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Glaeser, Edward L., William R. Kerr, and Giacomo A.M. Ponzetto. "Clusters of Entrepreneurship." Harvard Business School Working Paper, No. 10-019, September 2009.
  • November 2017
  • Teaching Note

Reinventing Best Buy

By: John R. Wells and Gabriel Ellsworth
Teaching Note for HBS No. 716-455. On March 1, 2017, Best Buy Company, Inc., North America’s largest retailer of consumer electronics and appliances, announced a third year of comparable-store sales increases and a 20.8% increase in domestic comparable online sales.... View Details
Keywords: Best Buy; Hubert Joly; Renew Blue; Showrooming; Webrooming; E-commerce; E-Commerce Strategy; Online Retail; Multichannel Retailing; Omnichannel; Marketplaces; Turnaround; Consumer Electronics; Consumer Electronics Accessories; Appliances; Stores-within-stores; Store Experience; Store Size; Store Pickup; Store Management; Delivery; Delivery Models; Amazon; Amazon.com; Pricing Strategy; Business Subsidiaries; Business Units; Business Growth and Maturation; Business Model; For-Profit Firms; Customer Focus and Relationships; Customer Satisfaction; Entertainment; Film Entertainment; Games, Gaming, and Gambling; Music Entertainment; Television Entertainment; Theater Entertainment; Price; Profit; Revenue; Geographic Scope; Multinational Firms and Management; Business History; Cost; Selection and Staffing; Reports; Technological Innovation; Job Cuts and Outsourcing; Human Capital; Leading Change; Business or Company Management; Goals and Objectives; Growth and Development; Growth and Development Strategy; Management Teams; Brands and Branding; Product Marketing; Consumer Behavior; Demand and Consumers; Media; Distribution; Order Taking and Fulfillment; Distribution Channels; Infrastructure; Product; Service Delivery; Service Operations; Organizational Change and Adaptation; Public Ownership; Problems and Challenges; Programs; Groups and Teams; Sales; Salesforce Management; Strategy; Adaptation; Business Strategy; Competition; Competitive Advantage; Competitive Strategy; Corporate Strategy; Expansion; Technology; Hardware; Information Technology; Internet; Mobile Technology; Online Technology; Search Technology; Software; Web; Web Sites; Wireless Technology; Resource Allocation; Computer Industry; Electronics Industry; Entertainment and Recreation Industry; Information Technology Industry; Retail Industry; Service Industry; Technology Industry; Telecommunications Industry; Video Game Industry; United States; Minnesota; Minneapolis; Saint Paul; St. Paul
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Wells, John R., and Gabriel Ellsworth. "Reinventing Best Buy." Harvard Business School Teaching Note 718-442, November 2017.
  • 10 Oct 2017
  • First Look

First Look at New Research and Ideas, October 10, 2017

https://www.hbs.edu/faculty/Pages/item.aspx?num=53251 August 22, 2017 Harvard Business Review Find the Right Metrics for Your Sales Team By: Cespedes, Frank V., and Robert Marsh Abstract—This article reports the results of a survey of key... View Details
Keywords: Sean Silverthorne
  • January 2010
  • Article

Clusters of Entrepreneurship

By: Edward L. Glaeser, William R. Kerr and Giacomo A.M. Ponzetto
Employment growth is strongly predicted by smaller average establishment size, both across cities and across industries within cities, but there is little consensus on why this relationship exists. Traditional economic explanations emphasize factors that reduce entry... View Details
Keywords: Economic Growth; Entrepreneurship; Cost; Employment; Market Entry and Exit
Citation
Read Now
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Glaeser, Edward L., William R. Kerr, and Giacomo A.M. Ponzetto. "Clusters of Entrepreneurship." Journal of Urban Economics 67, no. 1 (January 2010): 150–168.
  • October 2012
  • Case

Hill Country Snack Foods Co.

By: W. Carl Kester and Craig Stephenson
Hill Country Snack Foods, located in Austin, Texas, manufactures, markets, and distributes snack foods and frozen treats. The CEO is passionate about maximizing shareholder value and believes in keeping tight control over costs and operating the business as efficiently... View Details
Keywords: United States; Financial Strategy; Debt Management; Retail Trade; Risk Management; Food; Capital Structure; Corporate Finance; Retail Industry; Food and Beverage Industry; Texas
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Kester, W. Carl, and Craig Stephenson. "Hill Country Snack Foods Co." Harvard Business School Brief Case 913-517, October 2012.
  • April 1996 (Revised May 2000)
  • Case

Bed Bath & Beyond

By: Amy P. Hutton and James Weber
This case examines how accurately investors have incorporated information about the growth strategy of Bed Bath & Beyond (BBBY) into share price, especially given the changing competitive environment in the housewares industry and the recent Barron's article pointing... View Details
Keywords: Analysis; Valuation; Financial Statements; Consumer Products Industry; Retail Industry
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Hutton, Amy P., and James Weber. "Bed Bath & Beyond." Harvard Business School Case 196-123, April 1996. (Revised May 2000.)
  • September 2015
  • Teaching Note

Sustainability at IKEA Group

By: Michael W. Toffel
Can IKEA Group double its global sales within a decade by expending in emerging markets while implementing on its ambitious sustainability strategy that included focusing on raw material sourcing and suppliers’ production processes? The case focuses on IKEA Group’s... View Details
Keywords: Supply Chain Management; Emerging Markets; Environmental Sustainability; Globalized Markets and Industries; Consumer Products Industry
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Toffel, Michael W. "Sustainability at IKEA Group." Harvard Business School Teaching Note 616-017, September 2015.
  • 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
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Shipley, N. Louis, and Stacy Straaberg. "Teamworks: Tackling a Forecasting Fumble (A)." Harvard Business School Case 824-057, March 2024.
  • January 2025
  • Case

Driving Efficiency and Sustainability at P&G China

By: Feng Zhu, Philip Kuai and Billy Chan
P&G China’s business had reached new heights thanks to the explosive growth of e-commerce in the country, but the rapidly increasing volume of shipments to customers had created operational and environmental challenges in terms of packaging waste, shipping damage, and... View Details
Keywords: Transformation; Customer Value and Value Chain; Environmental Sustainability; E-commerce; Logistics; Product Design; Value Creation; Order Taking and Fulfillment; Supply Chain Management; Consumer Products Industry; China
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Zhu, Feng, Philip Kuai, and Billy Chan. "Driving Efficiency and Sustainability at P&G China." Harvard Business School Case 625-077, January 2025.
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