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Show Results For
- All HBS Web
(1,177)
- People (2)
- News (232)
- Research (782)
- Events (2)
- Multimedia (1)
- Faculty Publications (248)
- August 2002
- Case
Siebel Systems: Anatomy of a Sale, Part 3
By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
Keywords: Sales; Decision Choices and Conditions; Competitive Strategy; Customer Relationship Management; Product Marketing; Information Technology Industry
Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 3." Harvard Business School Case 503-023, August 2002.
- 10 Nov 2011
- HBS Case
HBS Cases: Making Lincoln Center Cool Again
asked in his case, would this be a good way to return to the original vision of creating synergies throughout the Lincoln Center campus? Readers of the case ponder along with the protagonist on whether to do some or all of the options, and whether they should be View Details
- 26 Apr 2023
- In Practice
Is AI Coming for Your Job?
cuts in white-collar staff. Joseph Fuller is a Professor of Management Practice in General Management and co-leads the Managing the Future of Work initiative at HBS. Ayelet Israeli: For now, AI still needs human intervention In the near... View Details
- Web
Giving - Alumni
Your gift can be excluded from your federal taxable income. The transfer can also count towards your required minimum distribution. To initiate a transfer, please contact your IRA administrator. Also notify HBS Gift Management at... View Details
- Web
MBA Experience - Health Care
MBA Experience Academics As part of the MBA curriculum, students analyze many cases focused on health care, and can customize their second-year experience by choosing courses, projects, papers, and independent studies specific to health... View Details
- Program
Senior Executive Leadership Program—China
to corporate success on a more strategic and senior level. Gain a new ability to think strategically, seize growth opportunities, and compete successfully both within the region and globally Foster the innovations that will improve your organization's ability to... View Details
- 31 Jan 2022
- Research & Ideas
Where Can Digital Transformation Take You? Insights from 1,700 Leaders
all, they’re wrestling with three major shifts in the global economy—changes born of technology that technology alone can no longer address: New customer expectations. Customers want frictionless, end-to-end... View Details
- 11 Apr 2023
- Op-Ed
The First 90 Hours: What New CEOs Should—and Shouldn't—Do to Set the Right Tone
When you enter an organization as its new leader, forget about plotting out the first 90 days. Focus on the first 90 hours. Why are those initial hours on the job so important? Because you don’t get a second chance to make a first... View Details
Keywords: by John Quelch
- 23 Aug 2016
- First Look
August 23, 2016
media and marketing. The case challenges the students to ponder what it takes for a company to repeatedly increase customer satisfaction rates and profitability with the same product over the years. Purchase this case:... View Details
Keywords: Sean Silverthorne
- 30 Apr 2024
- Book
When Managers Set Unrealistic Expectations, Employees Cut Ethical Corners
corporation ever to declare bankruptcy. Then, a couple of years later, I was asked to advise on a new Defense Industry Initiative on Business Ethics and Conduct being organised by a consortium of U.S. defence contractors in response to... View Details
Keywords: by Dina Gerdeman
- Web
Programs & Resources - Entrepreneurship
trusted sources for any company stage on topics ranging from customer acquisition & development to legal issues and startup failure. 04 Jun 2025 The Action Catalyst Think Big, Buy Small, with Richard Ruback and Royce Yudkoff Re: Richard... View Details
- Web
Courses - Entrepreneurship
for making those decisions. We will also introduce a range of specific tools—including business model design, lean testing, and customer and channel analytics—that are particularly relevant to entrepreneurs, as well as introduce students... View Details
- 17 Aug 2020
- Research & Ideas
What the Stockdale Paradox Tells Us About Crisis Leadership
that rescue will not happen soon, those who survive move into the phases of adaptation and consolidation. Leach’s description of adaptation is worth quoting in full: “During the period of adaptation there is a slight initial decomposition... View Details
Keywords: by Boris Groysberg and Robin Abrahams
- March 1991 (Revised July 1993)
- Case
Kyocera Corp.
By: John P. Kotter
Examines the three factors critical to this company's remarkable success in the high tech field. The first factor is the founder, Dr. Inamori's powerful leadership. The second is the strong corporate culture or philosophy of the firm. The third element in Kyocera's... View Details
Keywords: Customer Relationship Management; Information Infrastructure; Leadership Style; Management Systems; Management Style; Organizational Culture; Practice; Profit; Planning; Technology Industry; Electronics Industry
Kotter, John P. "Kyocera Corp." Harvard Business School Case 491-078, March 1991. (Revised July 1993.)
- Web
Africa - Global
into the local business environment. The HBS Africa Research Center in collaboration with the HBS Business and Environment Initiative hosted an in-person Alumni event on Climate Adaptation and Urban Economic Development led by Prof.... View Details
- 07 Feb 2022
- Research & Ideas
Digital Transformation: A New Roadmap for Success
end-to-end customer experiences in an unforgiving dynamic economy. As one executive put it, in a hyperconnected world, competitors can "pop up from anywhere and everywhere." With rising expectations of View Details
- September 2024 (Revised May 2025)
- Case
Carrie Wang: Choosing Between the Family Firm and the Family Spirit
By: Lauren Cohen, Fei Wu and Sophia Pan
Carrie Wang, Investment Head of the Wang’s single-family office, contemplated her next career steps. As one of the first businessmen who had risen from China’s industrial rise, her father had grown his wealth to a considerable level, eventually requesting that his... View Details
Keywords: Family Office; Interests Of Consumers; Family Business; Business Growth and Maturation; Financial Management; Financial Strategy; Financial Markets; Investment Portfolio; Investment Return; Private Equity; Customer Relationship Management; Interests; Reputation; Work-Life Balance; Real Estate Industry; China
- Web
South Asia - Global
the Lakshmi Mittal Family South Asia Institute at Harvard University. The session explored AI's potentially transformative effects on the workforce and emphasized the importance of strategic, evidence-based reskilling initiatives for... View Details
- 09 Sep 2008
- First Look
First Look: September 9, 2008
customers in new product development) and developing a reputation for environmentally friendly behavior. What is the role of operations management in this context? Purchase this case: http://harvardbusinessonline.hbsp.harvard.edu/... View Details
Keywords: Sean Silverthorne
- 05 May 2014
- Research & Ideas
Reflecting on Work Improves Job Performance
their initial weeks of training for a particular customer account. As with the previous experiments, each group was assigned to one of three conditions: control, reflection, and sharing. Each group went... View Details
Keywords: by Carmen Nobel