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- All HBS Web (611)
- Faculty Publications (269)
- 01 Oct 2013
- News
Banking on Africa's Future
to the previously 'unbanked' at the bottom of the pyramid. Equity Bank has increased financial inclusion while generating good returns for our investors. In five years, Equity's customer base—its depositors— has increased from about 2... View Details
- 13 Nov 2020
- News
Insatiably Curious
college, Ma worked as a project manager at Hewlett-Packard (HP), where she first realized she had an interest in business. “I had this insatiable curiosity about HP’s customers and the company’s competition,” she recalls. “I also found... View Details
- 15 Jun 2021
- News
Case Study: Inside Story
backing from Bling Capital, DCM, and Precursor Ventures. Saga grew its initial customer base during the pandemic as families searched for ways to stay connected across the distance, Lin says. Through the app, a user can share weekly... View Details
- September 2000
- Background Note
Professional Services Module Five: Serving Clients Effectively
By: Thomas J. DeLong, Ashish Nanda and Scot H. Landry
It is imperative for the internal systems and processes to be connected to the external processes of client management, competitive adaptation, and service delivery. View Details
Keywords: Competency and Skills; Customer Relationship Management; Knowledge Acquisition; Service Delivery; Performance Effectiveness; Adaptation; Competitive Strategy
DeLong, Thomas J., Ashish Nanda, and Scot H. Landry. "Professional Services Module Five: Serving Clients Effectively." Harvard Business School Background Note 801-011, September 2000.
- Web
Digital Marketing & AI Workshop - Course Catalog
on AI-driven marketing efficiency, students will explore how emerging tools can accelerate customer acquisition and retention while optimizing costs. Ideal for students pursuing careers in consumer... View Details
Scott D. Cook
Though he was not the first individual to launch a personal finance software company, Cook was the most successful. His focus on easy of use and customer service helped to develop Quicken into one of the most successful software... View Details
Keywords: Computers & Electronics
- 01 Mar 2012
- News
Making Finance Personal
organizing household finances, in 1983 Cook cofounded Intuit with the novel idea of producing—as it did with Quicken, its initial offering, and later with its acquisition of TurboTax—financial software as a consumer-oriented,... View Details
- 21 Nov 2016
- Research & Ideas
It Matters That Your CEO Doesn't Know Much About Sales
more specialists are needed to stay up to date with functional best practices. The problem that this influx of specialists creates, Cespedes says, is that fewer senior executives are responsible for integrating activities across the multiple activities that determine... View Details
Keywords: by Michael Blanding
- 05 Sep 2012
- First Look
First Look: September 5
with a request for proposal, the company's largest customer performs a routine evaluation and ranks PV Technologies third behind two key competitors. The director of sales and marketing must weigh the possible consequences of the report... View Details
Keywords: Sean Silverthorne
- 07 Oct 2008
- First Look
First Look: October 7, 2008
online grocer to address this question. In general, we find that as the delay between order completion and delivery increases, grocery customers spend less, order a higher percentage of "should" items (e.g., vegetables), and... View Details
Keywords: Martha Lagace
- 01 Mar 2007
- News
Courting the Poor
A BETTER MOUSETRAP: At a Magazine Luiza virtual showroom, sales staff use computers to help customers make their purchases. Photo COURTESY MAGAZINE LUIZA The inspiration for a new case can strike at any time. For HBS associate professor... View Details
- 01 Sep 2018
- News
Action Plan: Rapids Growth
heck out of it,” recalls Holley, a former consultant and finance executive. “The question was whether it could be profitable. I was pleasantly surprised to find that both were true.” Last summer, Holley wrapped up his acquisition of... View Details
Keywords: Ryan Jones
- 29 May 2013
- Blog Post
Four Weeks on the Road with MBAs Across America
business, Made Collection. We helped the Collection refine their target audience and customer acquisition strategy, and Mike and Hicham managed to fit in a jam session with some of their resident musicians,... View Details
Keywords: Entrepreneurship
- April 1998
- Case
Compaq, 1998
By: Steven C. Wheelwright and Matt Verlinden
In 1997, Compaq Computer Corp. had become a $25 billion powerhouse. It had accomplished its revenue growth projections, successfully made a number of strategic acquisitions, and increased its gross margins, principally by moving up market into servers, workstations,... View Details
- 06 Oct 2003
- What Do You Think?
Is “the Innovator’s Solution” to Sustained Corporate Growth an Unnatural Act?
profitability. There are at least two antidotes to this scenario. One involves serial acquisitions. But research has suggested that most acquisitions destroy value. This helps explain why the stock of acquiring firms is often discounted... View Details
Keywords: by James Heskett
- February 2021 (Revised March 2021)
- Case
AptDeco: Circular Economy Furniture Marketplace
By: Ayelet Israeli and Jamie Merkrebs
AptDeco, a used furniture marketplace, was growing rapidly in the tri-state area. The co-founders were confident that the business model, financial position, and unit economics positioned AptDeco for scaling in the massive $120 billion furniture market, despite its... View Details
Keywords: E-Commerce Strategy; Mobile; Word-of-Mouth; Word-of-mouth Marketing; Word Of Mouth; Internet Marketing; Growth Strategy; Platform; Platforms; Two Sided Markets; Two-sided Market; Two-sided Marketplace; Two-Sided Markets; Two-sided Network; Black Entrepreneurs; Black Leadership; African Americans; Circular; Peer-to-peer Markets; Furniture Industry; Furniture; Growth Hacking; Monetization Strategy; African-American Protagonist; Growth Management; Marketing Strategy; Entrepreneurship; Digital Platforms; Marketing Channels; Digital Marketing; Consumer Behavior; Acquisition; Growth and Development Strategy; Customer Focus and Relationships; E-commerce; Retail Industry; Consumer Products Industry; Technology Industry; Web Services Industry; United States; North America; New York (city, NY); New York (state, US)
Israeli, Ayelet, and Jamie Merkrebs. "AptDeco: Circular Economy Furniture Marketplace." Harvard Business School Case 521-069, February 2021. (Revised March 2021.)
- 21 Jan 2009
- First Look
First Look: January 21, 2009
paper: http://www.hbs.edu/research/pdf/08-012.pdf Cases & Course MaterialsArrow Electronics—The Apollo Acquisition Harvard Business School Case 607-007 Having already made 10 acquisitions of... View Details
Keywords: Martha Lagace
- Web
Launching Tech Ventures - Course Catalog
selling efforts and at what phase in the startup's lifecycle should each be employed? How can founders themselves be the most effective sales engine for an early-stage company, even though it clearly does not scale as a go to market approach? What is the optimal mix of... View Details
- 25 Apr 2017
- First Look
First Look at New Research, April 25
be aware of the range of powerful, dynamic, and often conflicting forces shaping the emerging competitive environment. The globalization of markets, the increasing homogeneity of customer needs worldwide, the impact of the digital... View Details
Keywords: Sean Silverthorne
- 16 Oct 2007
- First Look
First Look: October 16, 2007
this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=508036 Michael Fernandes at Nicholas Piramal Harvard Business School Case 408-001 Michael Fernandes, the Director of Custom Manufacturing Operations at the... View Details
Keywords: Sean Silverthorne