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    The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

    The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology... View Details

    • March 2016 (Revised May 2018)
    • Case

    ASOS PLC

    By: John R. Wells and Gabriel Ellsworth
    Launched in 2000, ASOS was one of the world’s largest online fashion specialists in 2018. Focusing on young consumers aged 16–25 years, the company offered over 85,000 items on its websites, many times more than the largest fashion stores, and added several thousand... View Details
    Keywords: ASOS; AsSeenOnScreen; Online Fashion; Online Apparel; Nick Beighton; Nick Robertson; E-commerce; E-Commerce Strategy; Online Retail; Multichannel Retailing; Omnichannel; Social Media; Marketplaces; Shipping; Advertising; Digital Marketing; Business Growth and Maturation; Business Model; Business Startups; For-Profit Firms; Customer Focus and Relationships; Age; Gender; Currency Exchange Rate; Profit; Revenue; Geography; Geographic Scope; Global Range; Global Strategy; Globalized Firms and Management; Globalized Markets and Industries; Business History; Selection and Staffing; Journals and Magazines; Human Capital; Business or Company Management; Crisis Management; Goals and Objectives; Growth and Development; Growth and Development Strategy; Growth Management; Management Succession; Brands and Branding; Marketing Channels; Marketing Communications; Marketing Strategy; Product Positioning; Social Marketing; Media; Distribution; Distribution Channels; Order Taking and Fulfillment; Infrastructure; Logistics; Public Ownership; Problems and Challenges; Strategy; Adaptation; Business Strategy; Competition; Competitive Strategy; Corporate Strategy; Expansion; Vertical Integration; Segmentation; Internet and the Web; Mobile and Wireless Technology; Apparel and Accessories Industry; Fashion Industry; Retail Industry; United Kingdom; England; London
    Related
    • 31 Jul 2019
    • Research & Ideas

    Distressed Employees? Try Resilience Training

    effective solution for companies. She co-wrote the journal article with HBS doctoral student Grace Cormier, as well as three employees of Happify, Allison L. Williams, Acacia C. Parks, and Julia Stafford. Happify, which funded the research, competes in an increasingly... View Details
    Keywords: by Dina Gerdeman; Health
    • 20 Oct 2003
    • Research & Ideas

    Gaps in the Historical Record: Development of the Electronics Industry

    the late 1980s, the most successful producers of computers were those that produced and marketed IBM personal computer clones. In 1963 IBM's revenues were three times those of its major U.S. competitors combined. In 1984 they were six times those of its nearest... View Details
    Keywords: by Alfred D. Chandler Jr.; Consumer Products
    • 22 Feb 2024
    • News

    GCC Crossroads Aims for a Bright Future; Seattle Alumni Talk Leadership in Tech; Italy Preps for European Alumni Summit

    Clubs News Clubs News Crossroads Forum Explores Future of Gulf Region More than 1,300 public and private leaders convened in Riyadh, Saudi Arabia on January 30 and 31 for the Crossroads GCC Future Impact Forum, co-hosted by the HBS Club of the Gulf Cooperation Council... View Details
    Keywords: Margie Kelley
    • 03 May 2017
    • HBS Seminar

    Seth Stephens-Davidowitz, The New York Times and Wharton, University of Pennsylvania

    • Web

    Commercialization of the Polarizer - Edwin H. Land & Polaroid | Harvard Business School

    Introducing One-Step Photography TAKING THE PRODUCT TO MARKET Impact of the New Medium Medium of Artistic Expression A NOBLE PROTOTYPE OF INDUSTRY Harvard Business School and Polaroid Innovation and Entrepreneurship TIMELINE POLAROID FILMS RESEARCH LINKS View Details
    • February 2011 (Revised February 2012)
    • Case

    Online Marketing at Big Skinny

    By: Benjamin Edelman and Scott Duke Kominers
    Describes a wallet maker's application of seven Internet marketing technologies: display ads, algorithmic search, sponsored search, social media, interactive content, online distributors, and A/B testing. Provides concise introductions to the key features of each... View Details
    Keywords: Advertising Campaigns; Digital Marketing; Resource Allocation; Marketing Strategy; Performance Evaluation; Internet and the Web; Retail Industry
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    • December 2011
    • Article

    Platform Envelopment

    By: Thomas R. Eisenmann, Geoffrey Parker and Marshall Van Alstyne
    Due to network effects and switching costs in platform markets, entrants generally must offer revolutionary functionality. We explore a second entry path that does not rely upon Schumpeterian innovation: platform envelopment. Through envelopment, a provider in one... View Details
    Keywords: Digital Platforms; Business and Stakeholder Relations; Economic Systems; Development Economics; Business or Company Management; Business Strategy; Network Effects; Information Technology Industry; Technology Industry
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    • 06 Aug 2019
    • Cold Call Podcast

    Super Bowl Ads Sell Products, but Do They Sell Brands?

    these entirely digital consumers that are out there, like my sons who have no use for anything larger than a cell phone in front of them. Kenny: Why don't we dive into the Super Bowl, itself? There are some great statistics in the case... View Details
    Keywords: Advertising; Sports; Entertainment & Recreation; Media & Broadcasting
    • September 2020 (Revised September 2021)
    • Case

    Student Success at Georgia State University (A)

    By: Michael W. Toffel, Robin Mendelson and Julia Kelley
    Georgia State University had developed a reputation for driving student success by nearly doubling its graduation rate for students of all racial, ethnic, and socioeconomic backgrounds. It did so while growing its student body and the proportion of Black/African... View Details
    Keywords: Education; Higher Education; Learning; Curriculum and Courses; Demographics; Diversity; Ethnicity; Income; Race; Leadership; Goals and Objectives; Measurement and Metrics; Operations; Organizations; Mission and Purpose; Organizational Culture; Outcome or Result; Performance; Performance Effectiveness; Performance Evaluation; Service Operations; Performance Improvement; Planning; Strategic Planning; Social Enterprise; Nonprofit Organizations; Social Issues; Wealth and Poverty; Equality and Inequality; Information Technology; Digital Platforms; Education Industry; Atlanta
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    • Article

    Assessing the Food and Drug Administration's Risk-Based Framework for Software Precertification with Top Health Apps in the United States: Quality Improvement Study

    By: Noy Alon, Ariel Dora Stern and John Torous
    BACKGROUND: As the development of mobile health apps continues to accelerate, the need to implement a framework that can standardize categorizing these apps to allow for efficient, yet robust regulation grows. However, regulators and researchers are faced with numerous... View Details
    Keywords: Mobile Health; Smartphone; Food And Drug Administration; Risk-based Framework; Health Care and Treatment; Mobile and Wireless Technology; Applications and Software; Framework
    Related
    • 24 Feb 2020
    • Research & Ideas

    The Hidden Vulnerabilities of Open Source Software

    improving the security and viability of open source." Organizations and individuals interested in partnering with the Census II effort can sign-up here. Given how quickly the digital world progresses, the project will evolve and... View Details
    Keywords: by Frank Nagle and Jenny Hoffman; Computer

      Gil Addo

      Gil Addo is CEO and Co-founder of RubiconMD, a wholly-owned subsidiary of CVS Health. RubiconMD’s digital health platform empowers primary care clinicians with access to virtual specialist support to improve patient care.   Founded in... View Details
      Keywords: Digital Health
      • 18 Oct 2017
      • Research & Ideas

      How Economic Clusters Drive Globalization

      (Photo source: iStock) Economic cluster theory has been used to describe the growth of many industries, including the automotive business around Detroit, high tech in Silicon Valley, and digital media in Seoul. These regions benefit by a... View Details
      Keywords: by Julia Hanna; Agriculture & Agribusiness
      • October 2022 (Revised December 2022)
      • Case

      Aphro Beverages

      By: Frank V. Cespedes and Amram Migdal
      This case focuses on distribution, sales, and product decisions as Aphro Beverages reaches an inflection point in its growth trajectory. In 2020, Aphro Beverages, based in Accra, Ghana, successfully launched its brand and brought two new alcoholic spirits products to... View Details
      Keywords: Agribusiness; Plant-Based Agribusiness; Business Ventures; Business Growth and Maturation; Entrepreneurship; Food; Geography; Geographic Scope; Management; Growth and Development Strategy; Growth Management; Resource Allocation; Marketing; Brands and Branding; Digital Marketing; Product Marketing; Product Launch; Product Positioning; Social Marketing; Operations; Distribution; Distribution Channels; Product; Product Design; Product Development; Supply Chain; Sales; Salesforce Management; Food and Beverage Industry; Africa; Ghana
      Related
      • December 2019
      • Case

      Steemit: A New Social Media?

      By: Ramon Casadesus-Masanell, Alexander White and Karen Elterman
      This case discusses the alternative social media site Steemit, including the principles it was founded on in 2016 and the challenges it faced in 2019. Steemit was a blockchain-based platform that aimed to differentiate itself from other social media companies by... View Details
      Keywords: Decision Making; Decisions; Voting; Economic Systems; Money; Fairness; Values and Beliefs; Goals and Objectives; Digital Platforms; Product Design; Design; Problems and Challenges; Network Effects; Motivation and Incentives; Social and Collaborative Networks; Reputation; Business Strategy; Competition; Internet and the Web; Social Media; Entertainment and Recreation Industry; United States; Virginia; New York (city, NY)
      Related
      • 18 Jul 2019
      • Lessons from the Classroom

      The Internet of Things Needs a Business Model. Here It Is

      to 10 years. Michael Blanding is a writer based in the Boston area. [Image: metamorworks] Related Reading Distance Still Matters in Business, Despite the Internet Are You a Digital Manager? What’s Really Disrupting Business? It’s Not... View Details
      Keywords: by Michael Blanding; Computer
      • 14 Jul 2020
      • Research & Ideas

      Restarting Under Uncertainty: Managerial Experiences from Around the World

      complete existing development projects. In a few weeks, the company developed a new product to help restaurants manage increasing delivery and take-away demand sparked by the pandemic. The new product included, for example, the management of online reservations,... View Details
      Keywords: by Raffaella Sadun, Andrea Bertoni, Alexia Delfino, Giovanni Fassio, and Mariapaola Testa
      • 11 Jan 2010
      • Research & Ideas

      Mixing Open Source and Proprietary Software Strategies

      jumped on the bandwagon to some extent. It's partnered with Novell to put some of Microsoft's technologies on Linux and other open platforms. The Mono project consists of porting the .NET framework onto Linux, and the Moonlight project is about providing an offer of... View Details
      Keywords: by Julia Hanna; Web Services