Sales Operations - Publications - Faculty & Research

11 Apr 2011
Lessons from the Classroom

Teaching a ‘Lean Startup’ Strategy

doing that, and waste a lot of money on sales and marketing trying to sell that wrong product," says Tom Eisenmann, a professor in the Entrepreneurial Management Unit at Harvard Business School. "It takes a lot of time, time... View Details

Keywords: by Carmen Nobel; Technology; Computer

19 Oct 2021
Research & Ideas

Fed Up Workers and Supply Woes: What's Next for Dollar Stores?

Retailers should be ecstatic. Last year was dismal amid the pandemic, with plunging revenue and record bankruptcies. But this year things have turned around. For instance, retail sales in April through June were up 28.2 percent from the... View Details

Keywords: by Christine Pazzanese, Harvard Gazette; Retail

Web

HBS - Financials | Supplemental Financial Information

Activity & Cash Flows Consolidated Balance Sheet Supplemental Financial Information Supplemental Financial Information Revenues HBS funds its operations with cash from three primary sources: MBA tuition and fees; earned income from... View Details

13 Jul 2010
First Look

First Look: July 13

manufacturer, subject to unconditional, multi-year sales minimums and significant forward financial obligations. Taking out long-term bank loans, his firm has purchased modern, high-speed machinery to manufacture this line. Yet his... View Details

Keywords: Martha Lagace

14 Jul 2020
Research & Ideas

Restarting Under Uncertainty: Managerial Experiences from Around the World

rapidly leveraging new ways of doing things, both from an operational and commercial standpoint, quickly became a number one priority. Keeping up to date with the latest governmental information was a useful starting point for many, but... View Details

Keywords: by Raffaella Sadun, Andrea Bertoni, Alexia Delfino, Giovanni Fassio, and Mariapaola Testa

10 Nov 2003
Research & Ideas

Globalization: The Strategy of Differences

of about $70 billion. Daft's solution was an aggressive shift in the opposite direction. On taking over, he avowed, "The world in which we operate has changed dramatically, and we must change to succeed. No one drinks globally. Local... View Details

Keywords: by Pankaj Ghemawat

19 Jun 2018
First Look

New Research and Ideas, June 19, 2018

Summer 2018 RAND Journal of Economics Scale versus Scope in the Diffusion of New Technology: Evidence from the Farm Tractor By: Gross, Daniel P. Abstract—Although tractors are now used in nearly every agricultural field operation and in... View Details

Keywords: Dina Gerdeman

20 Apr 2021
Book

A Simple Question That Can Guide Companies to Epic Success

significant experience—gray hair and wrinkles—to think strategically. So one of the key messages in the book is that strategy is not complicated. There are only three levers: value for customers, value for employees, and value for suppliers. And the book shows how to... View Details

Keywords: by Danielle Kost

2010
Simulation

Marketing Simulation: Managing Segments and Customers

By: Das Narayandas

In this single-player simulation, students assume the position of CEO of a medical motor manufacturer and are tasked with executing a successful business-to-business marketing strategy over a period of twelve fiscal quarters. Students determine all aspects of the... View Details

Keywords: Marketing Strategy; Salesforce Management; Distribution Channels; Price; Product Positioning; Customer Relationship Management; Profit; Revenue; Cost vs Benefits; Policy; Manufacturing Industry

Citation

Purchase

28 Aug 2012
First Look

First Look: August 28

hold a comparative cost advantage, carbon leakage can result despite the implementation of a carbon tariff. In such a setting, foreign firms adopt clean technology at a lower emissions price than firms operating in the regulated region,... View Details

Keywords: Sean Silverthorne

Web

Joiner - Entrepreneurship

experience: Entrepreneurial Sales and Marketing Launching Tech Ventures Founders’ Journey Startup Operations Field X (provides funding) Get additional startup experience: Work on a project for a startup for... View Details

Web

The Idea of Instant Photography - Edwin H. Land & Polaroid | Harvard Business School

sales would fall, and Land would have to let go of hundreds of employees. Land's patent attorney Donald Brown explained, "Before the end of the War Dr. Land had decided that the expansion of the company's business could most readily be... View Details

01 Jan 2013
News

Joanna M. Jacobson, MBA 1987

throughout Jacobson's life. At the University of Pennsylvania, Jacobson studied international relations with a specialization in China. After college, she worked in operations at Greenwich Associates and was soon promoted to run the... View Details

Keywords: Susan Young

01 Jan 2014
News

To Spot Financial Trouble Early, Use Three Circles: A conversation with Blythe McGarvie of Harvard Business School

15 Mar 2017
Lessons from the Classroom

More Than 900 Examples of How Climate Change Affects Business

This word cloud is composed of blog posts by more than 900 students describing how individual organizations are likely to be affected by climate change. Image by Patrick Clapp Last fall, first-year MBA students at Harvard Business School received a new assignment in... View Details

Keywords: by Carmen Nobel; Green Technology

01 Dec 2022
News

My First Job

the rest of the employees were safely leaving the building and that the fire was contained. I learned that real leadership means running toward the fire and being concerned about the safety of others before your own. —John Fees (MBA 1999) Dream Teen I was a View Details

Keywords: Business Schools & Computer & Management Training; Educational Services

01 Jan 2005
News

Joseph J. O'Donnell, MBA 1971

publisher in Lowell whose products included Gideon Bibles. Another—which came his way via an Executive Education participant who was president of the Boston Bruins—was from a small company with about a million dollars in sales that... View Details

26 Nov 2001
Op-Ed

Why Corporate Budgeting Needs To Be Fixed

able to realize the sales before the end of the quarter and thus fulfill their budget goal and make their bonuses. But the high cost of assembling the goods at a distant location—it required not only the rental of the warehouse but also... View Details

Keywords: by Michael C. Jensen

July 2019 (Revised March 2020)
Case

At-Bay Cyber Insurance

By: Marco Di Maggio and David Lane

At-Bay was a cyber insurance startup that offered companies coverage against a wide array of cyber risks—exposure to which the firm was able to quickly assess and price on the basis of technical expertise that traditional insurance carriers lacked. In mid-2019, At-Bay... View Details

Keywords: Business Startups; Insurance; Disruptive Innovation; Risk Management; Product Marketing; Distribution Channels; Information Technology; Salesforce Management; Insurance Industry