Revenue Strategy - Publications - Faculty & Research - Harvard Business School

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February 2008 (Revised September 2008)
Case

Apple Inc., 2008

By: David B. Yoffie and Michael Slind

In January 2007, three decades after its incorporation, Apple Computer shed the second word in its name and became Apple Inc. With that move, the company signaled a fundamental shift away from its historic status as a vendor of the Macintosh personal computer (PC)... View Details

Keywords: Business Model; Leadership; Industry Growth; Corporate Strategy; Information Infrastructure; Internet and the Web; Consumer Products Industry; Electronics Industry; Technology Industry

October 2005
Case

Kinko's

Over the decades, Kinko's had forged a deep emotional bond with consumers by easing their anxiety and helping them solve pressing document processing problems. By 2003, however, consumer research revealed that a confusing retail experience had eroded some of this good... View Details

Keywords: Marketing Strategy; Customer Satisfaction; Service Industry

December 2016
Case

thredUP: Think Secondhand First

By: Thomas Eisenmann, Allison Ciechanover and Jeff Huizinga

In the fall of 2016, the management team at thredUP, the largest U.S. online retailer of second hand clothing, is deciding whether to expand into international markets. Over the past 12 months the 7-year-old startup, which had raised over $130 million in venture... View Details

Keywords: Scaling Start-ups; International Expansion; Online Consignment; Apparel; Internet and the Web; Expansion; Entrepreneurship; Global Strategy; Business Startups; E-commerce; Apparel and Accessories Industry; Retail Industry; San Francisco

March 2005 (Revised July 2006)
Case

Celtel International B.V.: June 2004 (A)

By: G. Felda Hardymon and Ann Leamon

Depicts the options facing Mohammed Ibrahim, founder and chairman of Celtel International, the largest pan African wireless telecommunications provider, as he tries to position his company for further growth. Should the firm, which has reached $1 billion in revenues in... View Details

Keywords: Business Growth and Maturation; Mobile and Wireless Technology; Growth and Development Strategy; Telecommunications Industry; Africa

April 1988 (Revised September 1992)
Case

Frito-Lay, Inc.: The Backhaul Decision

By: Janice H. Hammond

Prior to the Motor Carrier Act of 1980, companies with private trucking fleets were generally prohibited from selling transportation services to other companies. The deregulation of the trucking industry in 1980 allowed private carriers to offer for-hire transportation... View Details

Keywords: Cost Management; Revenue; Governing Rules, Regulations, and Reforms; Marketing Strategy; Distribution; Service Operations; Sales; Salesforce Management; Transportation; Food and Beverage Industry

04 Oct 2004
Research & Ideas

Start to Measure Your E-commerce Success

specifically tailor their e-commerce measurement approach, but also utilize multiple measures to fully analyze their situations. Different measurement criteria are important for companies that have different strategies or may be in a... View Details

Keywords: by Marc J. Epstein

February 2010 (Revised March 2012)
Case

Harvard Business School Executive Education: Balancing Online and Offline Marketing

By: John A. Deighton and Leora Kornfeld

How does a small business set its online media budget? The HBS Executive Education Division can be viewed as a small-to-medium sized business unit with annual revenues of $107 million. As we watch it change its culture, practices, and organization from offline to... View Details

Keywords: Transition; Marketing Strategy; Budgets and Budgeting; Technology Adoption; Digital Marketing; Resource Allocation; Information Technology Industry

February 2007
Article

Strategic Bidder Behavior in Sponsored Search Auctions

By: Benjamin Edelman and Michael Ostrovsky

We examine sponsored search auctions run by Overture (now part of Yahoo!) and Google and present evidence of strategic bidder behavior in these auctions. Between June 15, 2002, and June 14, 2003, we estimate that Overture's revenue from sponsored search might have been... View Details

Keywords: Auctions; Strategy; Behavior; Revenue; Performance Efficiency; Bids and Bidding; Search Technology

Find at Harvard

May 2011 (Revised January 2013)
Case

Nike Football: World Cup 2010 South Africa

By: Elie Ofek and Ryan Johnson

Nike's Football division needs to devise a strategy to excel at the 2010 World Cup games in South Africa. Nike has gone from a niche player in the market for football apparel and footwear in 1994 to a formidable competitor to Adidas in 2008 (with revenues of over $1... View Details

Keywords: Digital Marketing; Business Divisions; Communication; Brands and Branding; Marketing Channels; Marketing Communications; Marketing Strategy; Product Launch; Planning; Competition; Apparel and Accessories Industry; South Africa

May 1998 (Revised February 2007)
Case

Morningstar, Inc.

By: Andre F. Perold and Markus Mullarkey

Morningstar, Inc., a publisher of information for mutual fund investors, is considering alternative strategies for broadening its subscriber base and increasing its revenues. Potential strategies include tailoring information for the defined contribution pension fund... View Details

Keywords: Investment Funds; Asset Management; Revenue; Financial Strategy; Publishing Industry; Financial Services Industry; United States

October 2016 (Revised October 2023)
Case

Bootstrapping at Lightricks

By: Robert White, Jeffrey J. Bussgang and Christine Snively

By August 2015, two-year-old mobile imaging software startup Lightricks had developed and released two best-selling paid mobile apps, grown to a team of 30, earned a revenue run rate of nearly $10 million, and achieved modest profitability. The bootstrapped company had... View Details

Keywords: Business Startup; Information Technology; Internet and the Web; Entrepreneurship; Mobile and Wireless Technology; Information Infrastructure; Business Startups; Digital Marketing; Finance; Strategy; Technology Industry; Israel

Web

Faculty & Research

field of negotiation, shows you how to negotiate successfully today by adapting proven negotiation principles and strategies to the challenging new contexts you face—from negotiating across cultural and political differences to trying to... View Details

October 2012 (Revised April 2014)
Case

Troubles at Tesco, 2012

By: John R. Wells and Galen Danskin

It was October 3rd, 2012, and all was not well at Tesco, the UK's largest supermarket chain with revenues of £64.5 billion ($104 billion). CEO Philip Clarke unveiled the first half-year profit drop in almost 20 years and, in the UK, the majors Asda and Sainsbury were... View Details

Keywords: Retailing; United Kingdom; Strategic Planning; Strategy; Retail Industry; United Kingdom

October 2018 (Revised August 2019)
Case

Beth Israel Deaconess: Consolidating to Strengthen, or to Stave Off, Competition?

By: Leemore Dafny

In July 2017, CEO Kevin Tabb of Boston's Beth Israel Deaconess Medical Center announced his plan to consolidate 11 Massachusetts hospitals under a common management structure. These hospitals collectively generated $5 billion in patient revenue and 25% of... View Details

Keywords: Beth Israel Deaconess; Lahey; Partners; Health Care; Hospitals; Payers; Providers; Anti-trust; Health Care Regulation; Mergers and Acquisitions; Health Care and Treatment; Market Design; Duopoly and Oligopoly; Negotiation; Consolidation; Competition; Health Industry; Massachusetts; Boston

February 2015
Case

Beckman Coulter, 2011

By: John R. Wells and Galen Danskin

In early 2011, Danaher was contemplating the acquisition of Beckman Coulter. With $3.7 billion of revenues in 2010 and $431 million in operating profits, California-based Beckman Coulter was a global leader in blood cell count diagnostic systems and also supplied a... View Details

Keywords: Acquisition; Strategy; Decision Choices and Conditions; Medical Devices and Supplies Industry

July 1997 (Revised April 1998)
Case

Chase Manhattan Corporation: The Making of America's Largest Bank

By: Stuart C. Gilson and Cedric Escalle

Chase Bank and Chemical Bank intend to merge, producing the largest commercial bank in the United States, the fourth largest in the world. Projected financial benefits under the merger reflect significant planned reduction in operating costs, including 17,000 employee... View Details

Keywords: Commercial Banking; Profit; Corporate Strategy; Value Creation; Restructuring; Negotiation; Mergers and Acquisitions; Risk and Uncertainty; Resignation and Termination; Revenue; Banking Industry; United States

January 1998
Case

Connecticut Spring and Stamping Corp. (C)

By: H. Kent Bowen, Massimo Russo and Steven J. Spear

Andy Youmans, executive vice president of CSSC, joins a group of U.S. executives on a tour of Japanese factories that practice the TPS. Three of the factories produce products similar to CSSC's, and even though they use similar equipment, they are significantly more... View Details

Keywords: Managerial Roles; Performance Improvement; System; Organizational Change and Adaptation; Performance Productivity; Training; Quality; Business Ventures; Competency and Skills; Production; Adoption

July 2021
Case

A Close Shave at Squire

By: Jeffrey J. Bussgang, Zoë B. Cullen, William R. Kerr, Benjamin N. Roth and Michael Norris

In 2020, just after closing a $34 million Series B financing round, Dave Salvant and Songe LaRon consider how to adjust their business, Squire Technologies, to the new realities posed by the COVID-19 pandemic. Their barbershop technology, including tools to run a shop... View Details

Keywords: Business Startups; Entrepreneurship; Venture Capital; Private Equity; Mobile and Wireless Technology; Applications and Software; Growth and Development Strategy; Health Pandemics; Beauty and Cosmetics Industry; Technology Industry; New York (city, NY); San Francisco

February 2024
Case

Tabby: Winning Consumers' Digital Wallets

By: Eva Ascarza and Fares Khrais

Hosam Arab (MBA 2009), cofounder and CEO of Tabby, a Saudi-based fintech startup, raised its Series D funding round in October 2023, four years after its inception, valuing it as a regional unicorn. Tabby's core product, a buy-now-pay-later (BNPL) service, allowed... View Details

Keywords: Business Model; Business Startups; Risk Management; Competitive Strategy; Expansion; Financial Services Industry; Technology Industry; Saudi Arabia

22 Feb 2022
News

When Losing Money Is Strategic—and When It Isn’t

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