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  • All HBS Web  (4,705)
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    • Research  (2,766)
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  • March 1998 (Revised June 1999)
  • Case

DigitalThink: Building a Sales Force

By: Michael J. Roberts, Joseph B. Lassiter III and Christina L. Darwall
A broad set of issues faces a young company in the Internet-based training business as it begins to sell its product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of... View Details
Keywords: Internet and the Web; Salesforce Management; Business Startups; Service Industry
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Roberts, Michael J., Joseph B. Lassiter III, and Christina L. Darwall. "DigitalThink: Building a Sales Force." Harvard Business School Case 898-193, March 1998. (Revised June 1999.)
  • 01 Oct 2001
  • News

HBS Press Books in Brief

what loyalty means or how to build it. Reichheld, author of the 1996 bestseller The Loyalty Effect, outlines six principles of loyalty that can make the Internet a hospitable and highly profitable place for businesses to succeed. 20/20... View Details
Keywords: Publishing Industries (except Internet); Information; Management; Finance
  • 01 Jun 2017
  • News

The Exchange: Venture Forth

introduction of Amazon Web Services in early 2006. This was the defining moment when the cost of starting consumer internet businesses really plummeted. That fact was very useful in rationalizing other... View Details
Keywords: April White
  • 01 Jun 2009
  • News

Dispatches from the Global Classroom

“we-dentity” and the power of community in the face of an inefficient, sometimes corrupt, local government. Santa Ana del Valle, for example, provides many of its services (such as policing or maintenance of... View Details
Keywords: Julia Hanna; Educational Services; Educational Services; Educational Services; Educational Services; Educational Services; Educational Services
  • January 2000 (Revised May 2000)
  • Case

Patagon.com: Building (and Defending) the First Financial Destination in Latin America

By: William A. Sahlman, Ramiro Montealegre and Luis Pereiro
Describes Patagon.com, a company trying to build a financial portal in Latin America. The company's founders, Wenceslao Casares and Constancio Larguia, must deal with complex financial and strategic challenges as they guide the company in a difficult context. View Details
Keywords: Strategy; Internet and the Web; Entrepreneurship; Problems and Challenges; Business Startups; Finance; Financial Services Industry; Latin America
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Sahlman, William A., Ramiro Montealegre, and Luis Pereiro. "Patagon.com: Building (and Defending) the First Financial Destination in Latin America." Harvard Business School Case 800-185, January 2000. (Revised May 2000.)
  • 01 Mar 2006
  • News

Tap into Valuable Alumni Resources

value to a large proportion of alumni: careers, lifelong learning, and networking. Careers: Click on Careers on the Alumni homepage and you will find an array of services and resources, including career counseling, self-assessment tools,... View Details
Keywords: Peter Cooper; Educational Services; Educational Services
  • 05 May 2003
  • Research & Ideas

How Bank of America Turned Branches into Service-Development Laboratories

deposits and withdrawals. Five were turned into "financial centers," spacious, relaxed outlets where customers would have access to the trained staff and advanced technologies required for sophisticated services such as stock... View Details
Keywords: by Stefan Thomke; Financial Services; Financial Services
  • 01 Sep 2006
  • News

Notebook

if you walk into Best Buy and purchase a cell phone, we run your credit score and activate the account so you can walk out with a phone that’s ready to use. We tie together the retailers that sell digital services with the View Details
Keywords: Margie Kelley; Educational Services; Educational Services; Educational Services; Educational Services
  • 01 Dec 2010
  • News

How to Survive Past Start-up

— a common experience that might bind the entrepreneurs I wrote about and give the reader some focus. Serendipitously, I came across an article from Fortune, written in 1999 at the height of the Internet bubble. “For new MBAs at Harvard... View Details
Keywords: Bill Murphy Jr.; News, Library, Internet, and Other Services; News, Library, Internet, and Other Services; News, Library, Internet, and Other Services; News, Library, Internet, and Other Services
  • 30 Apr 2001
  • Research & Ideas

Entering the Age of Alliances

community service projects such as serving as classroom aides in inner-city schools or assisting staff at neighborhood Boys and Girls Clubs. Expansion of the relationship over the ensuing decade found Timberland supplying City Year's... View Details
Keywords: by James Austin
  • 02 Jan 2018
  • First Look

First Look at New Research and Ideas, January 3, 2018

new offering that would "change the way people experience TV." The new service would allow consumers to bypass traditional cable and satellite delivery and use the Internet to access live streams... View Details
Keywords: Sean Silverthorne
  • 01 Dec 2013
  • News

Double Vision

found that TV ads not only can spur web traffic—the browser is at the ready, after all—but can drive sales, too. But which ads push the most? As part of the study, Teixeira and his colleagues collected thousands of ads hawking products frequently purchased... View Details
Keywords: Arts, Entertainment
  • 17 Apr 2017
  • HBS Case

This Turkish Debt Collector Is Customer-friendly

Debt collectors aren’t perceived as providing great service to debtors.Source: BrianAJackson  On the list of industries known for great customer service, debt collection is far from the top—and may not even... View Details
Keywords: by Michael Blanding; Financial Services
  • 01 Sep 2013
  • News

Passion & Purpose

Thomas A. James “As an undergrad at Harvard, I majored in economics and minored in philosophy. There are a lot of connections between the two.” During 40 years as CEO of Raymond James Financial, James, a Baker Scholar, transformed the family firm into a global... View Details
Keywords: awards; Computer Systems Design and Related Services; Computer Systems Design and Related Services; Computer Systems Design and Related Services; Computer Systems Design and Related Services; Computer Systems Design and Related Services
  • 01 Apr 2001
  • News

Turnaround Situation

was homeless,” Cordova noted with a smile. When Cordova came to RS&VP in 1997, its operating budget was $30,000. Under his leadership, it has grown this year to $1.7 million, which helps provide housing, employment training, and legal... View Details
Keywords: Personal Services; Personal Services
  • 25 Jul 2013
  • News

An Engine of Education Innovation

the principles of enterprise to education. "It was an extraordinary opportunity: They agreed to let a 30-year-old Internet entrepreneur develop a course on education reform at the best business school in the world. That doesn't even make... View Details
Keywords: Educational Services; Educational Services
  • 15 Sep 2020
  • News

Lifting Fallen Families

behind and couldn’t shake the feeling that he had to do something for children like her. Together, the couple launched the Children of Fallen Patriots Foundation to provide scholarships and educational counseling to military children who... View Details
  • January 2001 (Revised June 2001)
  • Case

COFIDIS

An offspring of French catalog marketer 3 Suisses, and a popular sponsor of Tour de France, Cofidis sells consumer credit over the phone, defying conventional banking with a product policy and a communication strategy that perfectly fits the company's comparative... View Details
Keywords: Marketing Strategy; Internet and the Web; Marketing Communications; Competitive Advantage; Product; Credit; Financial Services Industry; France
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Wathieu, Luc R. "COFIDIS." Harvard Business School Case 501-055, January 2001. (Revised June 2001.)
  • 01 Jun 2000
  • News

Priceline's Jay Walker: The Future is Wow

Walker, who was invited by the student-led High Tech and New Media Club to speak at the School in March, equated the changes brought about by the Internet with the transformational effect the automobile, the telephone, and television have... View Details
  • 26 Jul 2016
  • Research & Ideas

Where will Pokémon Go with Your Personal Information?

Shih: It has a lot of potential for misuse and could cause safety problems. It’s going to mine a load of data. The question is: do people really want to share that much information? The bargain on the modern internet is: “You’ll give me... View Details
Keywords: Re: Willy C. Shih; Video Game; Entertainment & Recreation
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