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  • 24 Apr 2012
  • First Look

First Look: April 24

supplement:http://cb.hbsp.harvard.edu/cb/product/412066-PDF-ENG Customer Discovery and Validation for Entrepreneurs Frank V. Cespedes, Thomas R. Eisenmann, and Steven G. BlankHarvard Business School Note... View Details
Keywords: Carmen Nobel
  • 03 May 2011
  • First Look

First Look: May 3

These changes relate to: advisory notes by shareholders, refinements to board structure, non-disclosure on compensation and tightening up of certain enforcement provisions. Purchase this... View Details
Keywords: Sean Silverthorne
  • April 18, 2023
  • Article

The Rebirth of Software as a Service

By: Frank V. Cespedes and Jacco van der Kooij
Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach falls short when applied to a recurring revenue business, where the customer life cycle looks more like a bowtie, not a... View Details
Keywords: Customers; Sales; Technology Industry
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  • September 2013
  • Supplement

SafeBlend Fracturing, Spreadsheet for Instructors (Brief Case)

By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
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  • September 2013
  • Supplement

SafeBlend Fracturing, Spreadsheet for Students (Brief Case)

By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
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  • September 2013
  • Case

SafeBlend Fracturing

By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details
Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
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  • February 1, 2016
  • Article

Hiring Star Salespeople Isn't the Best Way to Grow

By: Frank V. Cespedes and Jacco van der Kooij
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  • September 2013
  • Teaching Note

SafeBlend Fracturing (Brief Case)

By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
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  • 05 Sep 2012
  • First Look

First Look: September 5

at the Switch? Frank V. Cespedes and Diane BadameHarvard Business School Case 913-505 PV Technologies, Inc. is an industry-leading manufacturer of photovoltaic inverters used... View Details
Keywords: Sean Silverthorne
  • 19 Oct 2010
  • First Look

First Look: October 19, 2010

increase the discount rate so that it includes the cost of capital plus the probability of a downside Download the paper: http://www.hbs.edu/research/pdf/11-036.pdf   Cases & Course MaterialsPricing, Profits and Customer Value Frank... View Details
Keywords: Sean Silverthorne

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