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  • All HBS Web  (4,804)
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  • August 2002 (Revised February 2003)
  • Case

Siebel Systems: Anatomy of a Sale, Part 2

By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 2." Harvard Business School Case 503-022, August 2002. (Revised February 2003.)
  • August 2002 (Revised January 2003)
  • Case

Siebel Systems: Anatomy of a Sale, Part 1

By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details
Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 1." Harvard Business School Case 503-021, August 2002. (Revised January 2003.) (request a courtesy copy.)
  • 11 Feb 2025
  • HBS Seminar

Brett Hollenbeck, University of California, Los Angeles

  • June 2014 (Revised April 2015)
  • Supplement

OrthoChoice: Bundled Payments in the County of Stockholm (B)

By: Michael E. Porter, Clifford M. Marks and Zachary C. Landman
By the end of 2008, all major hospitals (one of which was private) and three private specialized orthopedic centers signed OrthoChoice contracts. In 2009, hip and knee replacements in the County of Stockholm for relatively healthy patients began being reimbursed. By... View Details
Keywords: Hip Replacement; Bundled Payment; Knee Replacement; Value Agenda; Strategy; Health Care Industry; Health; Health Care and Treatment; Health Disorders; Health Industry; Sweden
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Porter, Michael E., Clifford M. Marks, and Zachary C. Landman. "OrthoChoice: Bundled Payments in the County of Stockholm (B)." Harvard Business School Supplement 714-515, June 2014. (Revised April 2015.)
  • Video

2019 G&WS: Interview with Soraya Chemaly on "Rage Becomes Her: The Power of Women's Anger"

  • 30 Oct 2018
  • News

Paths of Victory

Reflecting HBS’s standing as the top school for entrepreneurs (according to the most-recent PitchBook rankings), the annual HBS New Venture Competition has helped Harvard Business School students and alumni launch dozens of new... View Details
Keywords: Alumni New Venture Contest; Administration of Human Resource Programs; Administration of Human Resource Programs; Administration of Human Resource Programs; Administration of Human Resource Programs; Administration of Human Resource Programs; Administration of Human Resource Programs
  • May 2006 (Revised July 2007)
  • Case

Creating Meaning for the Customer: The Case of GMACI

Excellence in exploiting customer information and leveraging its affiliation to the GM group are among the strategic options that GMAC Insurance CEO Gary Kusumi is considering. GMAC Insurance, the wholly-owned auto insurance subsidiary of General Motors, formed through... View Details
Keywords: Customer Relationship Management; Decision Choices and Conditions; Knowledge Use and Leverage; Strategy; Auto Industry; Insurance Industry
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Martinez-Jerez, Francisco de Asis, Nathan Mangum, and Joshua Bellin. "Creating Meaning for the Customer: The Case of GMACI." Harvard Business School Case 106-073, May 2006. (Revised July 2007.)
  • 20 Sep 2011
  • News

Rising number of foreclosures in R.I., increase in rents causing hardships

  • 23 Jun 2010
  • Working Paper Summaries

The Role of Institutional Development in the Prevalence and Value of Family Firms

Keywords: by Raphael Amit, Yuan Ding, Belén Villalonga & Hua Zhang
  • 28 May 2020
  • News

Four Harvard Business School Faculty Members Receive Class of 2020 Faculty Teaching Award Honors

  • 2021
  • Working Paper

Winner Takes All? Tech Clusters, Population Centers, and the Spatial Transformation of U.S. Invention

By: Brad Chattergoon and William R. Kerr
U.S. invention has become increasingly concentrated around major tech centers since the 1970s, with implications for how much cities across the country share in concomitant local benefits. Is invention becoming a winner-takes-all race? We explore the rising spatial... View Details
Keywords: Invention; Innovation; Artificial Intelligence; Clusters; Agglomeration; Innovation and Invention; Patents; Applications and Software; Industry Clusters; United States
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Chattergoon, Brad, and William R. Kerr. "Winner Takes All? Tech Clusters, Population Centers, and the Spatial Transformation of U.S. Invention." Harvard Business School Working Paper, No. 22-027, October 2021. (NBER Working Paper Series, No. 29456, November 2021.)
  • 01 Sep 2017
  • News

City of Dreams

“Those interactions catalyzed a whole conversation and movement. If you can create a public conversation about something, that itself has enormous power. Today, transport is front and center of the... View Details
Keywords: Julia Hanna; photographed by Alice Carfrae; Sri Lanka; Construction of Buildings; Construction of Buildings; Construction of Buildings; Construction of Buildings
  • 16 Feb 2011
  • News

The World's Best 40 B-School Profs Under the Age of 40

  • 24 Apr 2015
  • Video

RapidSOS Grand Prize winner of 2015 New Venture Competition business track

  • Research Summary

The Unexpected Effects of Workplace Transparency

By: Ethan S. Bernstein

Workplace transparency provides a foundation for learning and control, and therefore for satisfaction and productivity. Yet my research shows that an obsession with transparency-enhancing tools and structures can backfire, producing the unintended consequences of... View Details

Keywords: Transparency; Privacy; Productivity; Field Experiments; Organizational Design; Organizational Structure; Behavior; Social and Collaborative Networks; Human Resources; Leadership; United States; Europe; China; Japan
  • 16 Jul 2020
  • News

Black Lives Matter and the promise of entrepreneurship

  • Research Summary

Capitalism as a System of Governance

My research interest is in further exploration of the analytic utility of an original conception of capitalism as an indirect, three level system of governance for the economic relationships within political entities, and mostly within nation states. This three level... View Details
  • July 2011
  • Case

Teach Plus: Mobilizing a New Generation of Teacher Leaders

By: David A. Thomas and Stephanie J. Creary
This case profiles the evolution of Teach Plus, a non-profit organization founded on the premise that in order for public schools to continuously improve urban student achievement, teaching must become a career that motivates and retains effective early career... View Details
Keywords: Leadership; Decision Making; Strategy; Nonprofit Organizations; Social Entrepreneurship; Teaching; Cambridge; Boston
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Thomas, David A., and Stephanie J. Creary. "Teach Plus: Mobilizing a New Generation of Teacher Leaders." Harvard Business School Case 412-027, July 2011.
  • September 2019
  • Supplement

Adaptive Platform Trials: The Clinical Trial of the Future? (B)

By: Ariel D. Stern and Sarah Mehta
This case provides an update to the (A) case, which introduces students to adaptive platform trials, an ambitious, more efficient type of clinical trial that increases access to therapies. The (A) case centers on Dr. Brian Alexander’s efforts to launch an adaptive... View Details
Keywords: Clinical Trials; Drug Trials; Drug Testing; Cancer Trials; Glioblastoma; Platform Trials; Adaptive Trials; Adaptive Platform Trials; Health Testing and Trials; Health Care and Treatment; Financing and Loans; Business Strategy; Health Industry; United States
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Stern, Ariel D., and Sarah Mehta. "Adaptive Platform Trials: The Clinical Trial of the Future? (B)." Harvard Business School Supplement 620-001, September 2019.
  • 01 Dec 2010
  • News

Beacon of Liberty

Liberty. I look over at the World Financial Center where I work, and as always, what strikes me isn’t what I see but what I don’t see anymore. Even after nine years, the ghosts of the Twin Towers never seem... View Details
Keywords: Sharjeel Kashmir; Islam; 9/11
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