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Show Results For
- All HBS Web
(460)
- News (105)
- Research (263)
- Events (1)
- Multimedia (1)
- Faculty Publications (93)
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- October 2022
- Case
Ethena: A Go-to-Market Dilemma
By: Rembrand Koning and Stacy Straaberg
In November 2021, Roxanne Petraeus and Anne Solmssen, founders of Brooklyn-based software-as-a-service (SaaS) startup Ethena, were looking to expand their compliance training business. The founders hired Arnie Gullov-Singh, an outside revenue consultant, to advise on... View Details
Keywords: Decision Choices and Conditions; Judgments; Growth and Development Strategy; Business or Company Management; Business Strategy; Expansion; Segmentation; Technology Industry; United States; New York (state, US)
Koning, Rembrand, and Stacy Straaberg. "Ethena: A Go-to-Market Dilemma." Harvard Business School Case 723-363, October 2022.
- June 2011
- Supplement
Arck Systems (F)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star” performers. The cases track a... View Details
Larkin, Ian. "Arck Systems (F)." Harvard Business School Supplement 911-073, June 2011.
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (C)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Keywords: Change; Framework; Compensation and Benefits; Employees; Management; Organizational Design; Outcome or Result; Performance Evaluation; Sales; Motivation and Incentives; System; Applications and Software
Larkin, Ian. "Arck Systems (C)." Harvard Business School Supplement 911-058, March 2011. (Revised June 2011.)
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (E)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Keywords: Transformation; Framework; Compensation and Benefits; Organizational Design; Performance Evaluation; Salesforce Management; Motivation and Incentives; Software
Larkin, Ian. "Arck Systems (E)." Harvard Business School Supplement 911-060, March 2011. (Revised June 2011.)
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (D)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Larkin, Ian. "Arck Systems (D)." Harvard Business School Supplement 911-059, March 2011. (Revised June 2011.)
- August 2012
- Case
Jess Westerly at Kauflauf GmbH
By: John J. Gabarro and Colleen Kaftan
Jess Westerly is the assistant product owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf, a fast-growing provider of subscription enterprise software headquartered in Heidelberg, Germany. Only months into her job, outsider... View Details
Keywords: Applications and Software; Organizational Culture; Organizational Change and Adaptation; Change Management; Leading Change; Behavior; Salesforce Management; Social and Collaborative Networks; Planning; Web Services Industry; Germany
Gabarro, John J., and Colleen Kaftan. "Jess Westerly at Kauflauf GmbH." Harvard Business School Brief Case 913-527, August 2012.
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (B)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Keywords: Change; Framework; Compensation and Benefits; Management; Organizational Design; Outcome or Result; Performance Evaluation; Sales; Motivation and Incentives; System; Software
Larkin, Ian. "Arck Systems (B)." Harvard Business School Supplement 911-057, March 2011. (Revised June 2011.)
- August 2016 (Revised June 2017)
- Case
InsideSales.com (A)
This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements,... View Details
Keywords: Business Organization; Customer Relationship Management; Marketing Strategy; Organizational Change And Adaptation; Organizational Design; Talent; Talent Management; Organizations; Growth Management; Sales; Salesforce Management; Corporate Entrepreneurship; Technology Industry; United States
Cespedes, Frank V. "InsideSales.com (A)." Harvard Business School Case 817-018, August 2016. (Revised June 2017.)
- April 2018
- Teaching Note
InsideSales.com (A) and (B)
By: Frank Cespedes
Teaching Note for HBS Nos. 817-018 and 817-042. InsideSales.com (ISC) has been successful selling its software to small- and medium-sized businesses (SMB). But for various reasons, the founders see “the next stage of growth” as building a scalable sales and service... View Details
- March 27, 2025
- Article
How One Company Used AI to Broaden Its Customer Base
By: Sunil Gupta and Frank V. Cespedes
The software company SAP successfully leveraged AI tools to begin selling to the small and medium enterprises (SMEs) market, which had previously been uneconomical for its in-person sales approach. By mapping the customer journey and deploying over 40 AI tools, SAP... View Details
Gupta, Sunil, and Frank V. Cespedes. "How One Company Used AI to Broaden Its Customer Base." Harvard Business Review (website) (March 27, 2025).
- January 2020 (Revised January 2025)
- Case
Freelancer, Ltd.
By: Christopher Stanton, Karim R. Lakhani, Jennifer L. Hoffman, Jin Hyun Paik and Nina Cohodes
Over the course of the 2010s, the rapid advancement of mobile technologies and the rise of online freelancing platforms seemed to portend a radical transformation of labor markets into on-demand, flexible talent pools. Even though several Fortune 500... View Details
Keywords: Freelancers; Platforms; Digital Labor; Labor; Human Resources; Management; Internet and the Web; Growth and Development Strategy; Digital Platforms; Information Industry; Australia; United States; Philippines
Stanton, Christopher, Karim R. Lakhani, Jennifer L. Hoffman, Jin Hyun Paik, and Nina Cohodes. "Freelancer, Ltd." Harvard Business School Case 820-075, January 2020. (Revised January 2025.)
- July 2024
- Case
Freelancer, Ltd.
By: Christopher Stanton, Karim R. Lakhani, Jin Hyun Paik and Nina Cohodes
Over the course of the 2010s, the rapid advancement of mobile technologies and the rise of online freelancing platforms seemed to portend a radical transformation of labor markets into on-demand, flexible talent pools. Even though several Fortune 500... View Details
Keywords: Freelancers; Labor Markets; Internet and the Web; Digital Platforms; Corporate Entrepreneurship; Human Capital; Change Management; Globalized Firms and Management; Employment; Global Range; Employment Industry
Stanton, Christopher, Karim R. Lakhani, Jin Hyun Paik, and Nina Cohodes. "Freelancer, Ltd." Harvard Business School Multimedia/Video Case 823-706, July 2024.
- May 2008 (Revised August 2010)
- Case
ScriptLogic®: Point, Click, Done!™
ScriptLogic is a software company that has built a product portfolio that fits under a 'Point, Click, Done!' umbrella; its products are easy to download, easy to install, and easy to use. The company's online marketing program and inside sales force have been very... View Details
Keywords: Investment Return; Growth and Development Strategy; Product Marketing; Product Development; Salesforce Management; Software; Information Technology Industry
Steenburgh, Thomas J., and Alexander Crisses. "ScriptLogic®: Point, Click, Done!™." Harvard Business School Case 508-114, May 2008. (Revised August 2010.)
- April 2021
- Case
Distinct Software
By: Das Narayandas, Arijit Sengupta and Jonathan Wray
Distinct Software (disguised name), a global enterprise software company, is at an important point in its growth trajectory where the luster of its mantra of “grow and win at any cost” has dimmed with increasing competition and margin pressures. To help navigate its... View Details
Keywords: Artificial Intelligence; Marketing; Sales; Performance Productivity; Technological Innovation; AI and Machine Learning
Narayandas, Das, Arijit Sengupta, and Jonathan Wray. "Distinct Software." Harvard Business School Case 521-101, April 2021.
- September 22, 2023
- Article
How Software Companies Can Avoid the Trap of Product-Led Growth
By: Jeffrey J. Bussgang and Oliver Jay
Companies like Slack and Dropbox have pioneered the use of Product-Led Growth (PLG). They start by building a product that’s indispensable for small teams, then count on low friction and customer advocates to expand throughout the organization. PLG works, at least at... View Details
Bussgang, Jeffrey J., and Oliver Jay. "How Software Companies Can Avoid the Trap of Product-Led Growth." Harvard Business Review (website) (September 22, 2023).
- December 2022
- Supplement
Freelancer, Ltd. Case Supplement
By: Christopher Stanton, Karim R. Lakhani, Jin Hyun Paik and Nina Cohodes
Over the course of the 2010s, the rapid advancement of mobile technologies and the rise of online freelancing platforms seemed to portend a radical transformation of labor markets into on-demand, flexible talent pools. Even though several Fortune 500 companies,... View Details
Keywords: Labor Markets; Freelancers; Change Management; Corporate Entrepreneurship; Globalized Firms and Management; Human Capital; Employment; Digital Platforms; Global Range; Adoption; Governing Rules, Regulations, and Reforms; Growth and Development Strategy; Computer Industry; Electronics Industry; Employment Industry; Information Industry; Australia; United States; Philippines
Stanton, Christopher, Karim R. Lakhani, Jin Hyun Paik, and Nina Cohodes. "Freelancer, Ltd. Case Supplement." Harvard Business School Multimedia/Video Supplement 823-707, December 2022. (Click here to access this case.)
- August 1976 (Revised April 1995)
- Background Note
The Integration of Mass Production and Mass Distribution
Describes the sudden appearance of the large industrial enterprise in the 1880s. Reviews the three types of mass-production industries in which the new form came: those producing perishable products; those making low-priced semi-perishable products; and makers of... View Details
Chandler, Alfred D., Jr. "The Integration of Mass Production and Mass Distribution." Harvard Business School Background Note 377-031, August 1976. (Revised April 1995.)
- June 2001
- Case
Privatization of Anatolia National Telekom, The: TAD Confidential Instructions
Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and... View Details
Keywords: Negotiation Process; Emerging Markets; Privatization; State Ownership; Telecommunications Industry; Turkey
Watkins, Michael D., Banu Ozcan, Burkhard Schrage, and Paul Vaaler. "Privatization of Anatolia National Telekom, The: TAD Confidential Instructions." Harvard Business School Case 801-437, June 2001.
- June 2001
- Case
Privatization of Anatolia National Telekom, The: BOW Confidential Instructions
Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and... View Details
Keywords: Negotiation Process; Emerging Markets; Privatization; State Ownership; Telecommunications Industry; Turkey
Watkins, Michael D., Banu Ozcan, Burkhard Schrage, and Paul Vaaler. "Privatization of Anatolia National Telekom, The: BOW Confidential Instructions." Harvard Business School Case 801-433, June 2001.
- June 2001
- Case
Privatization of Anatolia National Telekom, The: EUTEL Confidential Instructions
Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and... View Details
Keywords: Negotiation Process; Emerging Markets; Privatization; State Ownership; Telecommunications Industry; Turkey
Watkins, Michael D., Banu Ozcan, Burkhard Schrage, and Paul Vaaler. "Privatization of Anatolia National Telekom, The: EUTEL Confidential Instructions." Harvard Business School Case 801-435, June 2001.