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  • 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
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  • 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
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  • Web

Buy Now, Pay Later: Research Links - Printed Collections

installment plans. Manufacturers produced trade catalogs to identify finished goods by name or stock number for sale either to retailers or directly to the consumer. The extensive holdings of trade catalogs at Baker Library range from the... View Details
  • 01 Jun 2001
  • News

Up Side Story: HBS Show a Sold-Out Success

’01) took care of the creative aspects, including running auditions and rehearsals. Premier sponsors Novartis and The Boston Consulting Group helped offset the $55,000 cost of the show, as did the sales of some 2,400 tickets to students,... View Details
Keywords: HBS Show; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment
  • 06 Aug 2001
  • Research & Ideas

Go Global—or No? Can You Make the Case?

your comments published in an upcoming issue of HBS Working Knowledge—it will cost you $6.00 to download the full story from HBR. See details below. For two years, U.S.-based DataClear has all but had a stranglehold on the data analysis market. View Details
Keywords: by Walter Kuemmerle

    John D. Biggers

    Biggers is recognized for strong labor-management relations. He was a key figure in bringing the Toledo Labor Peace Plan to nation-wide attention. In 1947, Biggers was head of one of the world’s largest manufacturers of flat glass with View Details
    Keywords: Fabricated Goods

      Charles S. Mott

      Under Mott’s management, the family owned company grew into a key supplier of automobile parts for General Motors. Realizing the great future of the automobile industry, Mott changed the firm’s activity from bicycle wheel production and sold the Mott Cider and Vinegar... View Details
      Keywords: Automotive & Aerospace

        Frank M. Freimann

        Capitalizing on the staggering growth of television (especially color TV), Freimann led Magnavox through an unprecedented period of prosperity. During his tenure as CEO, sales increased over ten-fold from $32 million in 1950 to over $450... View Details
        Keywords: Fabricated Goods
        • November 1997 (Revised February 1998)
        • Case

        WESCO Distribution, Inc.

        By: Das Narayandas
        In 1996, WESCO, a national distributor of electrical equipment and supplies, charted out a growth of 6 to 8 percent in sales, and 12 to 16 percent in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts (NA) program... View Details
        Keywords: Restructuring; Customer Satisfaction; Growth and Development; Growth and Development Strategy; Distribution; Sales; Balance and Stability; Distribution Industry; Electronics Industry
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        • Fast Answer

        Entrepreneurial Marketing

        href="http://www.library.hbs.edu/go/buscomplete.html" target="_blank">Business Source Complete: includes scholarly and trade journals relating to sales and marketing strategies. Business Source Complete contains full text of Harvard... View Details

          Robert J. Eaton

          Following Lee Iacocca as head of Chrysler, Eaton led the company to a banner year in 1994 with earnings of $3.7 billion and sales of $52.2 billion, both far above previous records. In 1996, Eaton’s Chrysler led auto makers in profits... View Details
          Keywords: Automotive & Aerospace
          • 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
          Keywords: by Jonathan Pellegrin; Food & Beverage; Retail

            Joseph S. Wright

            Wright led Zenith Radio Corporation during its heyday as the leading manufacturer of color televisions in the United States. Under Wright’s direction, Zenith pioneered the wireless remote controller and introduced advances in color television, phonographs, and hearing... View Details
            Keywords: Fabricated Goods

              Leland I. Doan

              Doan was responsible for Dow Chemical’s greatest diversification and expansion. Doan began by delegating increased authority to department heads and building a larger sales force trained to become market and production analysts. Upon... View Details
              Keywords: Chemicals & Industrial
              • 01 Dec 2016
              • News

              Carving a Niche

              (His long-term plan puts Faction brand sales somewhere in the middle of that first band of revenues.) User experience plays a key role in differentiating Faction’s product, with communication feeding directly into product design and... View Details
              Keywords: Julia Hanna

                Fowler McCormick

                Under McCormick’s leadership, International Harvester became the American industry’s leading farm equipment producer, doubling sales by 1947. He was also known for creating and maintaining stable relationships with employees. View Details
                Keywords: Agriculture & Mining

                  Eugene P. Grisanti

                  Grisanti presided over a decade of consecutive growth in sales and earnings – achieving 12%+ growth rates in a mature market between 1986 and 1995. He secured International Flavors and Fragrances’ position as the world’s largest supplier... View Details
                  Keywords: Chemicals & Industrial
                  • 01 Mar 2010
                  • Op-Ed

                  A Golden Opportunity for Ford and GM

                  their own. The bigger question is, will Ford and GM be able to capitalize on this opportunity for the long term? I was with Whitacre when he initially learned that Toyota was suspending sales of 57 percent of its autos sold in the United... View Details
                  Keywords: by Bill George; Auto
                  • 29 Feb 2016
                  • HBS Case

                  Bigbelly's Big Bet on the Digital Trash Can

                  customers notorious for labyrinthine procurement processes and glacial sales cycles. At the same time, Weiss reasons, if approached in the right way, selling to the public sector can amount to a huge opportunity for the right business.... View Details
                  Keywords: by Michael Blanding; Energy
                  • 29 Apr 2008
                  • First Look

                  First Look: April 29, 2008

                    Working PapersNone this week   Cases & Course MaterialsAvaya (A) Harvard Business School Case 508-048 Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and... View Details
                  Keywords: Martha Lagace