Publications
Publications
Show Results For
- All HBS Web
(376)
- Faculty Publications (50)
←
Page 3 of 50
Results
- 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
- 2001
- Chapter
From the Technology Cycle to the Entrepreneurship Dynamic: Placing Dominant Designs in Social Context
By: J. Murmann and M. Tushman
- September 2000
- Case
Jardines: Tapping the Asian E-Commerce Market
By: F. Warren McFarlan, Melissa Dailey and Fred Young
"We have made significant progress in reshaping the group in the current cycle of change," announced the homepage of Jardine Matheson & Co.'s web site. Percy Weatherall, newly appointed managing director of the company, knew all too well about change. In his previous... View Details
- January 2000 (Revised April 2000)
- Case
StarMedia: Launching a Latin American Revolution
By: Thomas R. Eisenmann and Jon K Rust
By the fall of 1999, StarMedia had sprinted to a sizable lead in the race to acquire Latin American Internet users. Its pan-regional, horizontal portal was the first to target Spanish- and Portuguese-language speakers on the Internet, registering 1.2 billion page views... View Details
- May 1996 (Revised March 1998)
- Case
SaleSoft, Inc. (A)
By: Das Narayandas
SaleSoft, a start-up firm, markets Comprehensive Sales Automation Solutions (CSAS) that automate a firm's sales, marketing, and service functions. Even though the product has received very favorable responses from prospects, product complexity and a long buying cycle... View Details
- January 1989
- Background Note
Managing Information Technology: System Development
By: James I. Cash Jr. and Thomas H. Davenport
Provides an overview of the system development process in large organizations. Describes traditional life cycle approaches as well as more recent methods, e.g., prototyping. The objective is to familiarize students with the terminology and issues involving system... View Details
- Research Summary
Design Driven Innovation
By: Roberto Verganti
Firms, managers and scholars have often balanced between two approaches to innovation: user centered (where incremental innovation is pulled by the market) and technology push (where innovation comes from breakthrough development in technologies). However there is a... View Details
- Research Summary
Fintech, Small Business & the American Dream: How Technology Is Transforming Lending and Shaping a New Era of Small Business Opportunity
By: Karen Mills
Fintech, Small Business & the American Dream describes the needs of small businesses for capital and demonstrates how technology—novel data sources, artificial intelligence, machine learning—will transform the small business lending market. This market has been... View Details
- Research Summary
Lean Startup Management Practices
Many information technology startups have embraced "lean startup" management practices. Lean startups confront high levels of uncertainty about both customer problems and product solutions: the strength of demand for new... View Details