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  • 07 Jul 2003
  • Research & Ideas

4+2 = Sustained Business Success

essential, but companies that can master mergers and acquisitions can also be winners. Enter new businesses that leverage existing customer relationships and complement core strengths. When partnering, move... View Details
Keywords: by Nitin Nohria, William Joyce & Bruce Roberson
  • December 2017 (Revised January 2018)
  • Case

Alltech

By: David E. Bell and Natalie Kindred
Alltech was a Lexington, Kentucky–based producer of supplements for animal feed, with revenues of over $2 billion (projected to reach $3 billion in 2018), sales in 120 countries, 5,000 employees, and 100 manufacturing plants worldwide. For nearly four decades, Alltech... View Details
Keywords: Alltech; United States; Agribusiness; Agriculture; Animal; Animal Agriculture; Animal Feed; Livestock; Family Business; Vertical Integration; Strategy; Growth; Feed Additives; Feed Supplements; Kentucky; Growth Strategy; Family Businesses; Animal-Based Agribusiness; Acquisition; Business Growth and Maturation; Business Model; Change Management; Trends; Governance; Entrepreneurship; Growth and Development; Intellectual Property; Leadership; Management; Markets; Organizational Culture; Private Ownership; Science; Quality; Risk and Uncertainty; Research; Sales; Agriculture and Agribusiness Industry; Pharmaceutical Industry; United States; Kentucky; Brazil; China
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  • July 2021
  • Teaching Note

Digital Transformation 2.0: CEO Elie Girard at Atos

By: Tsedal Neeley
Teaching Note for HBS Case No. 421-024. Elie Girard has taken the helm as CEO of multinational IT giant Atos to lead the company into the next era of digital transformation. Noticing that customers’ digital needs were evolving to become even more specialized and global... View Details
Keywords: Restructuring; Leading Change; Mergers and Acquisitions; Environmental Sustainability; Organizational Change and Adaptation; Digital Transformation; Information Technology Industry
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  • 30 Oct 2018
  • First Look

New Research and Ideas, October 30, 2018

https://www.hbs.edu/faculty/Pages/item.aspx?num=55176 Harvard Business School Case 518-067 HubSpot and Motion AI: Chatbot-Enabled CRM HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider,... View Details
Keywords: Dina Gerdeman
  • 09 Oct 2001
  • Research & Ideas

Driven: How Human Nature Shapes Organizations

balancing the acquisitive and bonding drives sets up the second guiding principle for the leader: such a balance needs to be struck in every key relationship in the firm—within each primary work group, between all primary groups that are... View Details
Keywords: by Paul Lawrence & Nitin Nohria
  • October 2024
  • Teaching Plan

Teamworks: Tackling a Forecasting Fumble

By: Lou Shipley and Stacy Straaberg
In late March 2018, Teamworks CEO Zach Maurides learned Q1 2018 sales were at risk for a large forecasting miss. Founded in 2004, Teamworks’s software application assisted support staff in messaging, scheduling, and sharing documents with collegiate and professional... View Details
Keywords: Acquisition; Business Growth and Maturation; Communication Strategy; Decisions; Forecasting and Prediction; Business Cycles; Technological Innovation; Sports; Growth and Development Strategy; Resource Allocation; Marketing; Sales; Business Strategy; Expansion; Sports Industry; Technology Industry; United States; North Carolina
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  • 30 Apr 2013
  • First Look

First Look: April 30

acquisition in the mechanical controls distribution industry. Ferrari received support from the PE firm in negotiating and financing acquisitions but faced the challenging task of integrating them into the... View Details
Keywords: Sean Silverthorne
  • 09 Nov 2016
  • Op-Ed

6 Lessons from Donald Trump's Winning Marketing Manual

acquisition with customer retention. Sizzle beats steak. Clinton was always going to beat Trump on the steak of experience and policy knowledge. A new brand can't afford to get lost in the policy weeds.... View Details
Keywords: by John A. Quelch
  • October 2022
  • Article

A Structural Model of Organizational Buying for Business-to-Business Markets: Innovation Adoption with Share-of-Wallet Contracts

By: Navid Mojir and K. Sudhir
The paper develops the first structural model of organizational buying to study innovation diffusion in a B2B market. Our model is particularly applicable for routinized exchange relationships, whereby centralized buyers periodically evaluate and choose contracts,... View Details
Keywords: Organizational Buying Behavior; Healthcare Marketing; B2B Markets; B2B Innovation; New Product Diffusion; New Product Adoption; Organizations; Acquisition; Behavior; Health Care and Treatment; Marketing; Innovation and Invention
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  • 12 Feb 2019
  • First Look

New Research and Ideas, February 12, 2019

study how transparency into the levels and changes of relative sustainability performance affects consumer choices. Our work considers two forms of transparency: process transparency, in which customers receive information about the... View Details
Keywords: Dina Gerdeman
  • 02 Apr 2019
  • First Look

New Research and Ideas, April 2, 2019

are being caused by rapid technological changes on the one hand and tectonic shifts in customer preferences and societal behaviour on the other. Marketing knowledge and practices have to advance at a significantly higher pace to address... View Details
Keywords: Dina Gerdeman
  • 27 Sep 2011
  • First Look

First Look: September 27

performance in their exchange ties (Gulati and Sytch, 2007) and acquisitions (Zaheer et al., 2010); revenues (Baum et al., 2000; Shipilov and Li, 2008); market share (Zaheer and Bell, 2005) and market entry (Jensen, 2008); IPO success... View Details
Keywords: Sean Silverthorne
  • 06 Sep 2004
  • Research & Ideas

The Innovator’s Battle Plan

cramming is occurring? When companies spend a lot of money fixing product deficiencies, they may be cramming. Large charges or expenses to integrate an acquisition are a good tip-off. Another sign is when companies must convince View Details
Keywords: by Clayton M. Christensen, Scott D. Anthony & Erik A. Roth
  • 10 Oct 2017
  • First Look

First Look at New Research and Ideas, October 10, 2017

Forlenza was reviewing Becton Dickinson’s transformation efforts designed to enable the company to innovate and grow in a changing environment. Becton Dickinson had been a successful medical device company for over 100 years. In recent years, cost pressures were... View Details
Keywords: Sean Silverthorne
  • 15 Jul 2019
  • Book

Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence

diligence a critical part of any acquisition process. The problem doesn’t stop with the seller. Typically, investment bankers get paid only on completion, so they want you to make the deal. Even people within your company who have... View Details
Keywords: by Dina Gerdeman
  • October 2016
  • Supplement

24 Hour Fitness (B): Ownership Changes, 2005–2016

By: John R. Wells and Gabriel Ellsworth
In 2016, 24 Hour Fitness was the number-two fitness chain in the United States, generating revenues of $1.4 billion from 441 clubs serving 3.8 million members. Based in San Ramon, California, 24 Hour Fitness operated clubs in 13 states. Having grown rapidly to become... View Details
Keywords: Advertising; Advertising Campaigns; Buildings and Facilities; Acquisition; Business Growth and Maturation; Business Model; Business Organization; For-Profit Firms; Customers; Customer Focus and Relationships; Customer Satisfaction; Age; Training; Private Equity; Financing and Loans; Price; Profit; Revenue; Geographic Location; Geographic Scope; Health; Nutrition; Business History; Human Resources; Employees; Employee Relationship Management; Recruitment; Selection and Staffing; Journals and Magazines; Human Capital; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Management Teams; Marketing; Brands and Branding; Marketing Channels; Marketing Communications; Marketing Strategy; Social Marketing; Demand and Consumers; Market Entry and Exit; Media; Organizational Design; Private Ownership; Problems and Challenges; Groups and Teams; Sales; Salesforce Management; Situation or Environment; Welfare or Wellbeing; Sports; Strategy; Business Strategy; Competition; Competitive Strategy; Competitive Advantage; Corporate Strategy; Expansion; Segmentation; Information Technology; Internet; Mobile Technology; Online Technology; Software; Web Sites; Value; Valuation; Health Industry; Media and Broadcasting Industry; United States; California; San Francisco
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  • September 1988 (Revised September 1993)
  • Case

Mrs. Fields Cookies

By: James I. Cash Jr.
Mrs. Fields Cookies is a small company selling freshly baked goods through privately owned specialty stores (each store sells only Mrs. Fields products). The company has about 8,000 employees worldwide and less than 150 information systems people for a unique leverage... View Details
Keywords: Acquisition; Information Management; Organizational Structure; Customer Relationship Management; Business Growth and Maturation; Networks; Internet and the Web; Food and Beverage Industry; Information Technology Industry
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  • 16 Aug 2022
  • Op-Ed

Now Is the Time for Entrepreneurs to Play Offense

teams, customer bases, and platforms. "There is a ton of money out there looking for great companies to invest in." One of my portfolio companies has executed three acquisitions in the last six months at... View Details
Keywords: by Jeffrey Bussgang
  • 08 Nov 2011
  • First Look

First Look: Nov. 8

Abstract In many service industries, companies compete with each other on the basis of the waiting time their customers experience, along with other strategic instruments such as the price they charge for their service. The objective of... View Details
Keywords: Sean Silverthorne
  • 02 Oct 2006
  • Research & Ideas

Negotiating in Three Dimensions

customer relationships, dealing with large shareholders and creditors, as well as initiating and managing cross-border strategic alliances. It is true inside the firm where people from different functional areas and divisions need to... View Details
Keywords: by Martha Lagace

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