Publications
Publications
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- Faculty Publications (780)
- May 2017 (Revised September 2018)
- Case
Hilti Fleet Management (A): Turning a Successful Business Model on Its Head
By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new... View Details
Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Japan; Hong Kong
- May 2017 (Revised September 2018)
- Supplement
Hilti Fleet Management (B): Towards a New Business Model
By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
The (B) case tackles the implementation and scaling process of fleet management over the years. Finally, the case explores current challenges facing the BMI. View Details
Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Europe; Switzerland; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Growth Management; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; Africa; Japan; Hong Kong; France; Italy; Spain
- April 2017 (Revised February 2020)
- Case
edaixi (eWash): Digital Transformation of Laundry Services (A)
By: Feng Zhu, Weiru Chen, Chuang Chen and Ciwu Lin
Founded in 2013 as a laundry service featuring online ordering for home pickup and delivery, China’s edaixi (eWash) illustrated the online-to-offline (O2O) business model. As yet unclear in 2016 was the optimal way to organize third-party laundry service providers,... View Details
- April 2017 (Revised February 2020)
- Supplement
edaixi (eWash): Digital Transformation of Laundry Services (B)
By: Feng Zhu, Weiru Chen, Chuang Chen and Ciwu Lin
Founded in 2013 as a laundry service featuring online ordering for home pickup and delivery, China’s edaixi (eWash) illustrated the online-to-offline (O2O) business model. As yet unclear in 2016 was the optimal way to organize third-party laundry service providers,... View Details
- April 2017
- Case
Imprimis (A)
By: Ramon Casadesus-Masanell, Karen Elterman and Marc Appel
This case examines the strategic choices and evolving business model of Imprimis Pharmaceuticals from the perspective of CEO Mark Baum. The (A) case provides a brief history of the company and of the compounding business, outlining the challenges faced by Imprimis in... View Details
- February 2017 (Revised December 2018)
- Module Note
The Entrepreneurial Manager, Module I: Defining and Developing the Business Model
The first module of The Entrepreneurial Manager (TEM) focuses on business model analysis and lean testing. Your business model defines your company and sets its strategic direction, including customer value proposition, operations, scaling, the context in which the... View Details
- Article
Lessons From Hollywood: A New Approach To Funding R&D
By: Gary P. Pisano and Andrew W. Lo
Companies find it increasingly difficult to justify long-term, risky R&D investments—particularly in science-based fields such as biotechnology, advanced materials, and energy. We argue in this article that the traditional venture model has limits for such investments... View Details
- November 2016 (Revised March 2018)
- Module Note
Strategy Execution Module 9: Building a Balanced Scorecard
By: Robert Simons
This module reading explains how to construct a strategy map and build a balanced scorecard. Using an internal value chain model, the module illustrates how a balanced scorecard can support and enable customer management, innovation, operations, and post-sale service... View Details
- November 2016 (Revised December 2016)
- Case
Anthology: Pivoting the Business Model
By: Shikhar Ghosh and Christopher Payton
In July 2014, after 18 months and eight unsuccessful product launches, the CEO of Yabbly has agreed to sell his company to a larger, well-funded startup, providing a return of capital for his investors and a home for his team. Two weeks prior to the scheduled closing,... View Details
Keywords: Mergers ＆ Acquisitions; Business Model; Business Plan; Business Startups; Entrepreneurship; Innovation Strategy; Mobile and Wireless Technology; Internet and the Web; Mergers and Acquisitions; Business Exit or Shutdown; Fairness; Valuation; Technology Industry; Consumer Products Industry; North America; United States; Seattle
- November 2016 (Revised November 2016)
- Case
Radial Analytics Probes Post-Acute Care
By: Richard G. Hamermesh and Olivia Hull
Thaddeus Fulford-Jones and Eric Weiss, founders of healthcare technology startup Radial Analytics, have been busy developing a software program designed to save hospitals money and improve patient outcomes by producing customized care plans for patients leaving the... View Details
Keywords: Electronic Medical Records; Electronic Health Records; Data Science; Entrepreneurship; Health Care and Treatment; Business Model; Business Startups; Innovation and Invention; Growth Management; Marketing Strategy; Product Launch; Product Positioning; Science-Based Business; Business Strategy; Health Industry; Technology Industry; Cambridge; Massachusetts
- October 2016
- Case
Triangulate: Stay, Pivot or Exit?
By: Thomas Eisenmann, Shikhar Ghosh and Christopher Payton
Sunil Nagaraj, Triangulate's founder had spent a few years trying to launch a dating application that matched users based on their behavior on social media. Based on input from advisors, the company changed its focus from a B2B site to a B2C dating site with a unique... View Details
- October 2016 (Revised November 2016)
- Case
Innovating Beyond Ochsner
By: Richard G. Hamermesh and Olivia Hull
The Ochsner Health System has developed a proprietary software tool designed to treat hypertension. Built into the system’s electronic medical records, the Hypertension Digital Medicine program allows patients to record their blood pressure at home and share readings... View Details
Keywords: Electronic Medical Records; Telemedicine; Hypertension; High Blood Pressure; Chronic Disease; Entrepreneurship; Health Disorders; Business Model; Business Startups; Innovation and Invention; Growth Management; Marketing Strategy; Product Launch; Product Positioning; Science-Based Business; Business Strategy; Health Industry; Technology Industry; New Orleans; Louisiana
- September 2016
- Case
Partners Group: Ain't No Mountain High Enough
By: Nori Gerardo Lietz and Ricardo Andrade
Partners Group (PG), a Swiss-based PE manager, initiated a series of strategic shifts and evolved from a predominately fund-of-funds manager into a large, multi-asset class PE firm focused on direct investments. PG was the first PE firm to go public in 2006. A number... View Details
- September 2016 (Revised November 2017)
- Case
Casper Sleep Inc.: Marketing the 'One Perfect Mattress for Everyone'
By: Robert J. Dolan
“A Warby Parker of mattresses? Somebody is going to do it. Why not us?”
This was the topic of a conversation begun in spring 2013 among Gabe Flateman, Philip Krim, Neil Parikh, and T. Luke Sherwin. The four met as members of a New York City venture accelerator... View Details
Keywords: Mattress; Sleep; Marketing; Business Model; Marketing Channels; Adoption; Sales; Consumer Products Industry
- September 2016 (Revised March 2020)
- Teaching Note
Fasten: Challenging Uber and Lyft with a New Business Model
By: Feng Zhu
Fasten, a new ridesharing start-up in Boston, entered the scene in September 2015 hoping its unique vision of transparency for both driver and passenger and strategy to keep riders' fares low and charge drivers a flat $0.99 fee per ride, as opposed to the 20%–30%... View Details
- September 2016 (Revised February 2017)
- Case
Angie's List: Ratings Pioneer Turns 20
By: Robert J. Dolan and Ayelet Israeli
In 1995, before people “googled” or “yelped,” Angela Hicks (HBS, 2000) was establishing her Angie’s List as a pioneer in the accumulation and dissemination of consumer rating information. Hicks focused on the home repair and maintenance market and, as she put it,... View Details
Keywords: Pricing; Pricing Strategy; Services; Product Line Management; Growth; Conjoint Analysis; Market Research; Freemium; Growth Strategy; Two Sided Markets; Ecommerce; Platform; Platform Business; Platform Businesses; Platform Strategy; Platforms; Platforms And Ecosystems; Business Model; Internet and the Web; Business Growth and Maturation; Growth and Development Strategy; Price; Strategy; Digital Platforms; E-commerce; Service Industry; United States
- August 2016
- Case
Collective Academy
By: Shikhar Ghosh and Christopher Payton
This case is about making the decision to become an entrepreneur and early challenges in setting up a business model and team. In 2015, Pato Bichara co-founded Collective Academy to create an affordable, three-year undergraduate experience to infuse innovation into... View Details
- August 2016
- Teaching Note
Reworking Office Space: Industry City, Brooklyn
By: Arthur I Segel and Alexander W. Schultz
Jamestown is contemplating how to best lease a portion of their new development along the Brooklyn waterfront: Industry City. The 6-million-square-foot, mixed-use development is meant to accommodate Brooklyn’s growing innovation, creative, and “maker” communities.... View Details
- July 2016 (Revised October 2018)
- Case
Tolaram: Innovating in Africa
By: Derek van Bever and Efosa Ojomo
Tolaram is a Singaporean company that began operations selling textiles in Nigeria in the 1970s. Executives and brothers, Haresh and Sajesh Aswani, however, saw an opportunity to create an instant noodle market in the country. In 1988, they began importing Indomie... View Details
- June 2016 (Revised August 2019)
- Case
Numenta: Inventing and (or) Commercializing AI
By: David B. Yoffie, Liz Kind and David Ben Shimol
In March 2016, Donna Dubinsky (co-founder and CEO) and Jeff Hawkins (co-founder) were struggling with a key question: Could Numenta be successful in both creating fundamental technology and building a commercial business? Located in Redwood City, CA, Numenta was... View Details
Keywords: Artificial Intelligence; Machine Intelligence; Machine Learning; Strategy; Business Model; Entrepreneurship; Information; Technological Innovation; Research; Research and Development; Information Technology; Applications and Software; Technology Adoption; Digital Platforms; Commercialization; AI and Machine Learning