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

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February 2016 (Revised August 2020)
Case

InsightSquared: Developing the Sales and Marketing Plan

By: Mark Roberge, Tom Eisenmann and Frank Cespedes

Fred Shilmover and Sam Clemens prepared for their fourth quarter board meeting. They were excited to have scaled their software startup, InsightSquared, to $2 million in revenue and secured an $8 million round of venture capital. However, they disagreed on the path... View Details

Keywords: Sales Planning; Applications and Software; Marketing; Sales; Planning; Growth and Development Strategy

03 Dec 2020
Research & Ideas

Cut Payroll Costs with Transparency, Fairness, and Compassion

2020 has been a challenging year for leaders, their companies, and their employees. When we asked 600 CEOs earlier this year what keeps them awake at night during this global pandemic, many cited the need to reduce expenses, including payroll costs, in response to... View Details

Keywords: by Boris Groysberg and Sarah Abbott

October 2000 (Revised March 2004)
Case

Software Associates

By: Robert S. Kaplan

The president of a small consulting firm has just seen his second-quarter profit and loss statement, showing an increase in revenues but a substantial decline in profits. He asks his chief financial officer to explain the results. The CFO works hard to accumulate... View Details

Keywords: Budgets and Budgeting; Cost; Financial Statements; Production; Management Analysis, Tools, and Techniques; Information Technology Industry; Consulting Industry

August 2018
Case

BlackBuck (A)

By: Shikhar Ghosh and Shweta Bagai

The case presents the challenges of scaling an asset-heavy company (that relies on its operations). It highlights how decisions on the early team impact a company’s ability to scale, linkage between growth and cash flows, as well the organizational impact of high... View Details

Keywords: Founders; Entrepreneurship; Growth and Development Strategy; Service Delivery; Cash Flow; Growth Management; Truck Transportation; Online Technology; India

May 2006 (Revised April 2009)
Case

Cola Wars Continue: Coke and Pepsi in 2006

By: David B. Yoffie and Michael Slind

Examines the industry structure and competitive strategy of Coca-Cola and Pepsi over 100 years of rivalry. New challenges in 2006 include boosting flagging carbonated soft drink (CSD) sales and finding new revenue streams. Both firms also began to modify their... View Details

Keywords: History; Competitive Strategy; Industry Structures; Growth and Development Strategy; Food and Beverage Industry; United States

July 2010 (Revised March 2011)
Case

A&M/Octone Records: All Rights or Nothing?

By: Anita Elberse, Elie Ofek and Caren Kelleher

In April 2008, after successfully transitioning Octone Records to Universal Music Group and relaunching the label as A&M/Octone Records, president and CEO James Diener is facing a new challenge. Diener and his executive team have trouble convincing a new, promising... View Details

Keywords: Talent and Talent Management; Intellectual Property; Contracts; Rights; Product Marketing; Product Development; Technology; Music Industry

August 1996
Case

ThermoLase

By: William A. Sahlman and Andrew S. Janower

John Hansen, CEO of ThermoLase, must develop a plan of action to exploit the company's new development-stage revolutionary hair removal technology with negligible revenues and a $500 million market capitalization. This nascent public Thermo Electron spin out company... View Details

Keywords: Business or Company Management; Corporate Entrepreneurship; Venture Capital; Business Strategy; Growth and Development Strategy; Business Plan; Beauty and Cosmetics Industry

HBS Case: FX Risk Hedging at EADS

In 2008, EADS, the European aerospace group that owns Airbus, was faced with the decision of how best to hedge a large and growing mismatch between its dollar revenues and its euro manufacturing costs. Specifically, the company needed to decide if it would continue... View Details

March 1996
Case

Ernst & Young United Kingdom (A) (Abridged)

By: John J. Gabarro and Samantha Graff

Intended to be a robust example of the challenges encountered during the early stages of a large-scale organizational transformation effort in a professional service firm. Describes a massive change program initiated and led by the new managing partner along with a... View Details

Keywords: Change Management; Leading Change; Management Teams; Organizational Change and Adaptation; Restructuring; Problems and Challenges; United Kingdom; London

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Web

Publications - Faculty & Research

quantitative... View Details Keywords: Capital Controls ; Macroprudential Policies ; Stickiness ; Intensive ; (S, S) Costs ; Capital ; Management ; Macroeconomics ; Governance Controls ; Mathematical Methods Citation Read Now Related... View Details

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

30 Aug 2017
News

The Surprising Power of Online Experiments

April 2009 (Revised March 2011)
Case

Dave and Millie: A Tale of Two Entrepreneurs

By: G. Felda Hardymon and Ann Leamon

Two entrepreneurs have just been told by their venture capital backer to prepare a list of possible cuts to help them weather the 2008–2009 economic downturn. The impact on each firm is very different: one is a later-stage company with revenues in excess of $100... View Details

Keywords: Business Growth and Maturation; Business Startups; Decision Choices and Conditions; Financial Crisis; Entrepreneurship; Venture Capital; Cost Management; Growth and Development Strategy

27 Sep 2011
First Look

First Look: September 27

demonstrates that SFP always enables truth to speak to power safely, and in a majority of cases enables senior teams to transform silent barriers into strengths, realign their organization's design and strategic management process with... View Details

Keywords: Sean Silverthorne

August 2014 (Revised March 2015)
Case

Molycorp: Issuing the 'Happy Meal' Securities (B)

By: Benjamin C. Esty and E. Scott Mayfield

Molycorp, the Western hemisphere's only producer of rare earth minerals, was in the middle of a $1 billion capital expansion in its effort to become a vertically integrated supplier of rare earth minerals, oxides, and metals. After reporting lower than expected... View Details

September 2009 (Revised April 2020)
Case

VIZIO, Inc.

By: Krishna G. Palepu and Elizabeth A. Kind

William Wang, CEO of VIZIO, Inc., was proud of his company's success in providing affordable flat screen TVs. Since its founding in 2002, VIZIO had grown to over $2 billion in revenue and was one of the top three flat panel TV brands, along with Samsung and Sony. Faced... View Details

Keywords: Financial Crisis; Financing and Loans; Price; Growth and Development Strategy; Competitive Strategy; Consumer Products Industry; Electronics Industry

May 2011 (Revised March 2012)
Case

InterfaceRAISE: Sustainability Consulting

By: Michael W. Toffel, Robert G. Eccles and Casey Taylor

InterfaceRAISE is a sustainability management consulting firm created to leverage the capabilities of its parent company Interface Inc., a carpet manufacturer recognized as a global leader in corporate environmental sustainability. This case illustrates the challenges... View Details

Keywords: Problems and Challenges; Integrated Corporate Reporting; Corporate Social Responsibility and Impact; Entrepreneurship; Performance; Environmental Accounting; Profit; Marketing Strategy; Human Resources; Business Model; Leveraged Buyouts; Salesforce Management; Consulting Industry; Manufacturing Industry

February 2000 (Revised November 2002)
Case

QuickenInsurance: The Race to Click and Close (A)

By: Lynda M. Applegate

ES Technologies started in 1976 as a storefront in Tempe, Arizona selling personal computer kits to hobbyists. Twenty years later, revenues exceeded $3.5 billion, and the business had evolved from a computer store to a master reseller and full-line integrator of... View Details

Keywords: Customer Value and Value Chain; Entrepreneurship; Technological Innovation; Growth and Development Strategy; Industry Structures; Business Strategy; Competitive Strategy; Information Technology; Information Technology Industry; Arizona

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July 2017 (Revised November 2017)
Case

Propel

By: Mitchell Weiss and Sarah McAra

In 2014, Jimmy Chen, a former product manager at Facebook, founded the start-up Propel to build software for low-income Americans. After conducting in-depth behavioral research, Chen and his small team in New York City began to develop technology to address the... View Details

October 1999 (Revised October 2005)
Case

Autobytel.com

By: Youngme E. Moon

Autobytel enjoys first-mover advantage in the Internet new car buying space. According to a number of metrics, it is the online leader in this category. However, a number of competitors have sprung up, raising questions about the long-term viability of Autobytel's... View Details

Keywords: Growth and Development Strategy; Internet and the Web; Marketing Channels; Strategy; Internet and the Web; Competition; Business Model; Service Operations; Budgets and Budgeting; Growth and Development; Auto Industry

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