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Show Results For
- All HBS Web
(4,067)
- People (5)
- News (810)
- Research (2,689)
- Events (20)
- Multimedia (48)
- Faculty Publications (1,850)
- April 2017
- Teaching Note
DoubleDutch
By: Frank Cespedes
This Teaching Note accompanies HBS No. 815-044 “DoubleDutch” in which the co-founders of the event management start-up, DoubleDutch, have to make a significant decision about their young company's sales function. The teaching note covers: Opportunity analysis,... View Details
- 06 Sep 2006
- Working Paper Summaries
Cross Functional Alignment in Supply Chain Planning: A Case Study of Sales & Operations Planning
Keywords: by Rogelio Oliva & Noel Watson
- November 2016 (Revised October 2018)
- Case
Formlabs: Selling a New 3D Printer
By: Frank V. Cespedes, Olivia Hull and Amram Migdal
Headquartered in Somerville, Massachusetts, Formlabs manufactures 3D printers used to print everything from prototypes and models to jewelry, dental, and sculpture molds. As Formlabs prepares to ship its latest model, the Form 2, Head of Customer Development and... View Details
Keywords: 3D Printing And Manufacturing; Sales Channel Development; Sales Strategy; Entrepreneurial Management; Product Engineering; Prototype; Prototyping; Entrepreneurship; Product Launch; Information Infrastructure; Business Startups; Customers; Technological Innovation; Growth and Development Strategy; Technology Adoption; Marketing Channels; Marketing Strategy; Product Positioning; Demand and Consumers; Sales; Salesforce Management; Technology Industry; Computer Industry; Manufacturing Industry; United States; Massachusetts; Europe; Asia
Cespedes, Frank V., Olivia Hull, and Amram Migdal. "Formlabs: Selling a New 3D Printer." Harvard Business School Case 817-001, November 2016. (Revised October 2018.)
- April 2018
- Teaching Note
Formlabs: Selling a New 3D Printer
By: Frank Cespedes
Teaching Note for HBS No. 817-001. Formlabs is a venture that manufactures and sells 3D printers used in a variety of industries and applications. As the young company prepares to ship its latest model, the head of Customer Development is tasked with developing a... View Details
Keywords: 3D Printing And Manufacturing; Sales Channel Development; Sales Strategy; Entrepreneurial Management; Product Engineering; Prototype; Prototyping; Entrepreneurship; Product Launch; Information Infrastructure; Business Startups; Customers; Technological Innovation; Growth and Development Strategy; Technology Adoption; Marketing Channels; Marketing Strategy; Product Positioning; Demand and Consumers; Sales; Salesforce Management; Technology Industry; Computer Industry; Manufacturing Industry; United States; Massachusetts; Europe; Asia
- Article
How the 'Best' Recruits Could Hurt Your Team: Why You Don't Want Stars in Every Sales Position
By: Frank V. Cespedes
Cespedes, Frank V. "How the 'Best' Recruits Could Hurt Your Team: Why You Don't Want Stars in Every Sales Position." Sales & Marketing Management (website) (November 12, 2014).
- 20 Feb 2017
- Working Paper Summaries
Where Should We Build a Mall? The Formation of Market Structure and Its Effect on Sales
- 09 May 2016
- Working Paper Summaries
What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?
- February 2022
- Teaching Note
Magrabi: Fulfilling the Vision for the Future
By: John Beshears
Teaching Note for “Magrabi: Fulfilling the Vision for the Future” (Harvard Business School Case No. 920-009). View Details
- January 2014 (Revised January 2014)
- Supplement
GlaxoSmithKline in China (C)
By: John Quelch and Margaret L. Rodriguez
Keywords: China; Healthcare; Pharmaceutical Sales; Ethics; Multinational Firms and Management; Pharmaceutical Industry; China
Quelch, John, and Margaret L. Rodriguez. "GlaxoSmithKline in China (C)." Harvard Business School Supplement 514-092, January 2014. (Revised January 2014.) (This case is a follow up to GlaxoSmithKline (A), 514049 and GlaxoSmithKline (B), 514050.)
- November 2016 (Revised October 2018)
- Case
Augmedix
By: Frank V. Cespedes and Alexandra N. Rachlin
In April 2015, Ian Shakil and Pelu Tran, cofounders of Augmedix, are discussing how to grow their emerging health care startup. The company’s sole product, also called Augmedix, streams video of doctor-patient interactions to remote medical scribes, thus freeing... View Details
Keywords: Entrepreneurial Management; Sales Management; Scaling; Hiring; Pricing; Entrepreneurship; Marketing; Marketing Strategy; Product Marketing; Sales; Technology; Health Industry; United States
Cespedes, Frank V., and Alexandra N. Rachlin. "Augmedix." Harvard Business School Case 817-048, November 2016. (Revised October 2018.)
- September 2006
- Book Review
Book Review of 'Selling Technology: The Changing Shape of Sales in an Information Technology,' by Asaf Darr
By: Michel Anteby
Anteby, Michel. "Book Review of 'Selling Technology: The Changing Shape of Sales in an Information Technology,' by Asaf Darr." Administrative Science Quarterly 51, no. 3 (September 2006): 522–525.
- May 2024
- Supplement
HubSpot and Motion AI (B): Generative AI Opportunities
By: Jill Avery
The technologies driving artificial intelligence (AI) had progressed significantly since HubSpot’s acquisition of Motion AI in 2017. Generative AI was the newest major development. Software-as-a-service (SaaS) companies such as HubSpot were analyzing how generative AI... View Details
Keywords: Artificial Intelligence; CRM; Chatbots; Sales Management; Generative Ai; SaaS; Marketing; Sales; AI and Machine Learning; Customer Relationship Management; Applications and Software; Technological Innovation; Competitive Advantage; Technology Industry; United States
Avery, Jill. "HubSpot and Motion AI (B): Generative AI Opportunities." Harvard Business School Supplement 524-088, May 2024.
- 2015
- Working Paper
Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits
Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Harvard Business School Working Paper, No. 15-084, April 2015. (Revised November 2015.)