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2022
Case

Can Salesforce Compete in the Carbon Accounting Market?

By: Andrew J. Hoffman

This case describes Salesforce's development of Sustainability Cloud, a suite of software tools built to help companies measure, track, and report carbon emissions and other sustainability metrics. The goal of this case is to provide students with a background and... View Details

Keywords: Environmental Accounting; Corporate Social Responsibility and Impact; Corporate Accountability; Applications and Software

Article

How to Shift from Selling Products to Selling Services

By: Doug J. Chung

Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for... View Details

Keywords: SaaS Business Models; Sales; Management; Business Model; Salesforce Management; Applications and Software; Customer Relationship Management

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October 1987 (Revised January 1999)
Case

Microsoft Corporation: The Introduction of Microsoft Works

Microsoft must decide how to design a new software product for global markets, identify the timing for entry into different countries, and position the product around the world. View Details

Keywords: Product Positioning; Applications and Software; Product Design; Product Launch; Globalized Markets and Industries; Information Technology Industry; United States

February 2018 (Revised October 2019)
Case

HubSpot and Motion AI: Chatbot-Enabled CRM

By: Jill Avery and Thomas Steenburgh

HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software platform that enabled companies to easily build and deploy chatbots, fueled by artificial intelligence, to interact... View Details

December 2001
Case

SinoSecurities.com

By: F. Warren McFarlan and Fred Young

Describes a complex software project that has run into difficulties. Students must decide whether to press forward, stop the project, or reconfigure it. Illustrates many of the similarities to challenges facing U.S. and Chinese companies in this difficult arena. View Details

Keywords: Information Technology; Applications and Software; Decisions; Problems and Challenges; Financial Services Industry; China; United States

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April 2009
Case

Symbian, Google & Apple in the Mobile Space (A)

By: Fernando Suarez, Benjamin Edelman and Arati Srinivasan

Symbian, maker of a leading mobile smartphone operating system, faces new competition from Google and Apple. Symbian evaluates changes to its software and its relationships with distributors in order to meet these competitors. View Details

Keywords: Decision Choices and Conditions; Distribution; Competitive Strategy; Mobile and Wireless Technology; Applications and Software

October 2019
Case

Feeling Machines: Emotion AI at Affectiva

By: Shane Greenstein and John Masko

In 2016, Affectiva—a Boston-based emotion AI software company with a long track record of building emotion-sensing software for market research—had attempted to expand into new verticals by releasing a mobile software development kit (SDK) that downloaders could adapt... View Details

Keywords: Artificial Intelligence; Market Research; Business Model; Finance; Revenue; Decision Making; Risk and Uncertainty; Market Entry and Exit; Applications and Software; AI and Machine Learning; Information Technology Industry; Auto Industry; United States

February 2001 (Revised March 2003)
Case

Extricity Inc.

Extricity provides software that triggers and automates information flows between collaborating businesses. Its products interface with the legacy information systems already in use by customers, extract information from them, and send this information over the... View Details

Keywords: Product Positioning; Internet and the Web; Information Technology; Applications and Software; Information Technology Industry

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April 2008
Background Note

Broadband and Video Games: Playing and Winning Together

By: Stephen P. Bradley and Nancy Bartlett

This note examines the relationship between video gaming devices (console, handhelds, mobile and PC) and gaming software development. The impact of broadband, wireless technologies and other innovations are also presented. View Details

Keywords: Games, Gaming, and Gambling; Innovation and Invention; Relationships; Information Infrastructure; Applications and Software; Mobile and Wireless Technology; Entertainment and Recreation Industry; Technology Industry

September 2005 (Revised May 2006)
Case

Teradyne Corporation: The Jaguar Project

By: Francesca Gino and Gary P. Pisano

Teradyne, a leading manufacturer of semiconductor test equipment, embarked on a multiyear effort to improve its product development capabilities and to implement more formalized project management approaches. Examines the development of a new-generation tester that... View Details

Keywords: Projects; Management; Product Development; Information Infrastructure; Applications and Software; Groups and Teams; Business or Company Management; Research and Development; Problems and Challenges; Semiconductor Industry; United States

October 2010
Case

The iPhone at IVK

By: Richard L. Nolan and Robert D. Austin

The CIO addresses a decision to replace salesmen netbook PC's with iPhones, including converting the company's sales and customer applications to the iPhone platform View Details

Keywords: Mobile and Wireless Technology; Digital Platforms; Salesforce Management; Transition; Technology Adoption; Information Infrastructure; Applications and Software; Change Management

November 1996 (Revised June 1999)
Case

Living on Internet Time: Product Development at Netscape, Yahoo!, NetDynamics, and Microsoft

By: Marco Iansiti and Alan D. MacCormack

Describes how four companies in the Internet software market approach product development. Drawing upon short case studies of three recent projects, students are invited to synthesize the common attributes of development practice in turbulent environments. View Details

Keywords: Product Development; Internet and the Web; Applications and Software; Situation or Environment; Volatility; Risk and Uncertainty; Research and Development; Information Technology Industry; United States

November 2012
Article

The Variance of Non-Parametric Treatment Effect Estimators in the Presence of Clustering

By: Samuel G. Hanson and Adi Sunderam

Non-parametric estimators of treatment effects are often applied in settings where clustering may be important. We provide a general methodology for consistently estimating the variance of a large class of non-parametric estimators, including the simple matching... View Details

Keywords: Treatment Effects; Matching Estimators; Clustering; Applications and Software; Mathematical Methods

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18 Feb 2002
Research & Ideas

Wrap-up: Software, Telecom, and Recovery

enterprise resource planning systems, security technology, and systems that enable enterprise applications to talk to one another. People can look at this as a lull, he said, or as a return to a more realistic pattern. The panelists... View Details

Keywords: by Wendy Guild & Martha Lagace; Financial Services; Technology; Communications; Telecommunications

2019
Working Paper

Who Drives Digital Innovation? Evidence from the U.S. Medical Device Industry

By: Cirrus Foroughi and Ariel Dora Stern

Does the large-scale technological change that is characteristic of an industry-wide digital transformation entrench industry leaders or enable the rise of new entrants? We offer a novel approach to this question by studying the medical device industry, a unique... View Details

Keywords: Innovation; Medical Devices; Digitization; Medical Technology; Technological Innovation; Applications and Software; Market Entry and Exit; Industry Growth; Medical Devices and Supplies Industry; United States

May 1997 (Revised July 1997)
Case

Vermeer Technologies (C): Negotiating the Future

By: Ashish Nanda

The success of the Vermeer software offering suddenly transforms the start-up into a sought after company. After arduous negotiations, Vermeer management is faced with the choice of continuing as an independent company or being acquired by Microsoft or Netscape. View Details

Keywords: Negotiation; Applications and Software; Decision Making; Acquisition; Business Startups; Business Strategy; Information Technology Industry

May 1997 (Revised July 1997)
Case

Vermeer Technologies (B): Realizing the Dream

By: Ashish Nanda

The Vermeer team works day and night to develop its software offering, unforeseen difficulties and internal tensions notwithstanding. In less than a year, the product is ready. The Vermeer team waits anxiously for the market to pronounce its verdict. View Details

Keywords: Internet and the Web; Applications and Software; Business Startups; Product Development; Information Technology Industry

November 1992 (Revised December 1992)
Case

Deere & Co. (A): The Computer Aided Manufacturing Services Division - A Window to the World (Abridged)

By: Robert H. Hayes

The Computer-Aided Manufacturing (CAM) Services Division of John Deere has just received approval to sell their software and computer systems to external customers. These tools, initially developed for internal use, have been widely used throughout Deere. Still,... View Details

Keywords: Information Infrastructure; Applications and Software; Machinery and Machining; Technological Innovation; Markets; Marketing Strategy; Product Launch; Outcome or Result; Computer Industry; Manufacturing Industry

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September 2016 (Revised January 2020)
Case

Pebble: Wearables Pioneer

By: David Yoffie and Allison Ciechanover

In the summer of 2016, wearables “wunderkind” and Pebble founder and CEO, Eric Migicovsky, was pleased with the young startup’s success in the five years since its founding. The Silicon Valley–based company had recently shipped its two millionth smartwatch; held the... View Details

Keywords: Competition; Strategy; Innovation Strategy; Product; Information Technology; Technological Innovation; Business Startups; Technology Industry; United States; California

18 Apr 2000
Research & Ideas

Learning in Action

never made twice. AT&T's Bell Laboratories conducted reviews of its own software engineers to determine why some were more productive than others with the goal of distilling their techniques into best practices that their less... View Details

Keywords: by David A. Garvin

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