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Show Results For
- All HBS Web
(4,065)
- People (5)
- News (810)
- Research (2,689)
- Events (20)
- Multimedia (48)
- Faculty Publications (1,849)
- 01 Jun 1998
- News
Mark Tatum
vice president of the university's Black Alumni Association. Working at Procter & Gamble after graduation, he was promoted four times in four years, eventually becoming an award-winning corporate account executive. As a regional sales... View Details
Keywords: Susan Young; photograph by Webb Chappell
Paul Henson
Henson took a small, regional telephone company in Nebraska and transformed it into the number three telecommunications company in the United States. When Henson joined United Utilities, it had 500,000 customers, served 500 rural communities, and generated View Details
Keywords: Communications
Alfred C. Fuller
Fuller developed a new, unique brush for household use and employed salesmen, called independent “dealers,” to sell his brushes directly to the consumer. Fuller grew sales of his firm from $40,000 in 1910 to $12 million in 1924. By 1930,... View Details
Keywords: Personal Care & Home Products
- September 2023
- Case
DocSend: A Path off the Plateau?
By: Thomas R. Eisenmann and Jeffrey Huizinga
Recounts how the leaders of DocSend, an early-stage startup that offered tools for sharing files online, searched for a viable business model and weighed tradeoffs in transitioning from a sales-led to a product-led "go-to-market" approach. View Details
Keywords: Technology; Start-up; Growth; Business Model; Business Startups; Sales; Growth and Development Strategy; Technology Industry
Eisenmann, Thomas R., and Jeffrey Huizinga. "DocSend: A Path off the Plateau?" Harvard Business School Case 824-038, September 2023.
- May 1985
- Supplement
Milford Industries (A1)
By: Robert J. Dolan
Presents the salesforce performance data of the Milford (A) case in a format suitable for spreadsheet analysis using a personal computer. View Details
Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
Dolan, Robert J. "Milford Industries (A1)." Harvard Business School Supplement 585-138, May 1985.
- April 2009
- Supplement
Supply Chain Optimization at Hugo Boss (B) - The M-Ratio
By: Ananth Raman, Nicole DeHoratius and Zahra Kanji
We evaluate the impact of a supply chain pilot implemented at Hugo Boss. This pilot entailed altering the way in which Hugo Boss orders from its suppliers. We explore the challenge of assessing the impact of supply chain change, the link between operational performance... View Details
Keywords: Supply Chain; Performance Evaluation; Problems and Challenges; Sales; Change; Valuation; Consumer Products Industry
Raman, Ananth, Nicole DeHoratius, and Zahra Kanji. "Supply Chain Optimization at Hugo Boss (B) - The M-Ratio." Harvard Business School Supplement 609-055, April 2009.
- Career Coach
Carrie Goodrich
Carrie pivoted from Sales and Trading to Strategy and Operations at DoorDash and, more recently, a Product Management Internship at Amazon. Given this, Carrie can help students navigate industry transitions into technology, as well as... View Details
- 29 Aug 2006
- First Look
First Look: August 29, 2006
variable using dispersion among experts' forecasts. We test this methodology using three datasets, demand data at item level, sales data at firm level for retailers, and sales data at firm level for... View Details
Keywords: Sean Silverthorne
- Portrait Project
David Askaryan
A few times every year in elementary school, a bunch of students would get suckered into selling candy for a school fundraiser. Each kid was aggressively encouraged to sell a minimum number of candies at fifty cents per piece. If students met their View Details
- 2009
- Working Paper
Crafting Integrated Multichannel Retailing Strategies
Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape. While there are many benefits of operating multiple channels, these... View Details
Keywords: Marketing Channels; Marketing Strategy; Distribution Channels; Sales; Integration; Retail Industry
Zhang, Jie, Paul Farris, John Irvin, Tarun Kushwaha, Thomas J. Steenburgh, and Barton Weitz. "Crafting Integrated Multichannel Retailing Strategies." Harvard Business School Working Paper, No. 09-125, April 2009. (Revised January 2010.)
- September 1986 (Revised November 1994)
- Case
Lotus Development Corp. Channel Choice: Direct vs. Distribution
Lotus Development Corp., the number one microsoftware firm has traditionally sold to its customers through a distributor-retail dealer network. In early 1986, the company is considering the option of selling direct to large corporate customers. Students are expected to... View Details
Keywords: Cost vs Benefits; Marketing Channels; Distribution Channels; Sales; Software; Information Technology Industry; United States
Rangan, V. Kasturi. "Lotus Development Corp. Channel Choice: Direct vs. Distribution." Harvard Business School Case 587-078, September 1986. (Revised November 1994.)
Thomas M. Siebel
Siebel founded his firm in 1993 as a provider of sales force automation systems. Though his firm quickly became a major player in sales force automation, Siebel Systems achieved tremendous growth when its... View Details
Keywords: Computers & Electronics
- 30 Mar 2015
- Research & Ideas
Managing the Family Business: Preparing to Sell
well, the family has a higher risk of losing its wealth through bad investment decisions and overconsumption. Starting now, before your sale and liquidity event, you need to adopt the attitudes of those families that endure as... View Details
- 01 Oct 2014
- Blog Post
A Summer Internship: Sparking Curiosity
choose classes of interest. I discovered a newfound curiosity in healthcare this summer and decided to change my course selection to include Healthcare IT. Since my project at Danaher brought me in close working relations with the marketing and View Details
- 24 Jan 2025
- News
The Network Effect
Karan Mathur (left) and Dina Model (Illustration by Gisela Goppel) When Dina Model and Karan Mathur (both MBA 2015) met through mutual friends during their first year at HBS, neither was envisioning a future business deal. “We didn’t realize that we had shared... View Details
David W. Mitchell
Mitchell orchestrated the acquisition of Tiffany’s & Company – expanding Avon to a $3 billion+ operation with over 1 million direct sales representatives. Mitchell produced exceptional financial returns while expanding Avon’s global... View Details
Keywords: Personal Care & Home Products
- 01 Feb 1999
- News
Newman's Own Brand of Charity
and a modest investment of $40,000 in personal funds, Newman's Own grossed about $3.2 million in sales during its first year, generating a pretax profit of $373,000. Over the years the company's offerings have expanded to include other... View Details
- 22 Oct 2013
- First Look
First Look: October 22
expenditures on teammates lead to better performance in both sports teams in Canada and pharmaceutical sales teams in Belgium. These results suggest that a minor adjustment to employee bonuses-shifting the focus from the self to... View Details
Keywords: Sean Silverthorne
Herbert P. Buetow
Through selective acquisitions, significant investments in research and development, and international expansion, Buetow continued 3M’s growth path. Under his leadership, 3M’s sales increased from $220 million to $690 million and earnings... View Details
Keywords: Fabricated Goods
- 05 Dec 2006
- First Look
First Look: December 5, 2006
candidates for the top sales job: a veteran sales director who has excelled under the old order and a brash outsider who has experience selling solutions but doesn't know the industry. With an outside board... View Details
Keywords: Sean Silverthorne