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  • September 2018
  • Article

Assembling the Sales Team

By: Frank V. Cespedes
Data and analytical tasks have lengthened productivity ramp-up times in many sales contexts, making each hire a bigger sunk cost for a longer time. Most companies adopt two common practices: They hire on the basis of “experience” and/or look at their best reps and try... View Details
Keywords: Sales; Selection and Staffing
Related
  • 19 May 2016
  • Research Event

Crowdsourcing, Patent Trolls, and Other Research Insights Highlighted at Harvard Business School Symposium

submitted. Seeking answers from the crowd may be more important than ever. Even as the use of data science is expanding, we face a shortage of 1.8 million data scientists.... View Details
Keywords: by Dina Gerdeman & Carmen Nobel
  • 13 Jul 2011
  • News

NASA Tournament Lab: Open Innovation On-Demand

    Leslie A. Perlow

    Leslie A. Perlow is the Konosuke Matsushita Professor of Leadership in the Organizational Behavior Unit at Harvard Business School. She leads the Crafting Your Life Special Project, dedicated to helping individuals make purposeful life choices while gathering... View Details

    • January–February 2014
    • Article

    The New Patterns of Innovation

    By: Rashik Parmar, Ian Mackenzie, David Cohn and David Gann
    The search for new business ideas—and models—is hit-or-miss at most firms. Tackling the problem systematically, of course, will improve the odds of success. Traditional ways of framing this search examine competencies, customer needs, and shifts in the landscape. This... View Details
    Keywords: Value Creation; Information Technology; Innovation and Invention
    Related
    • 23 Apr 2014
    • HBS Seminar

    David Lazer, Northeastern University

    • 25 Jun 2013
    • First Look

    First Look: June 25

    Business School Case 613-045 Managing with Analytics at Procter & Gamble Senior management at P&G has put a strong emphasis on using data to make "better, smarter, real-time business... View Details
    Keywords: Anna Secino
    • 2021
    • Working Paper

    Connecting Expected Stock Returns to Accounting Valuation Multiples: A Primer

    By: Akash Chattopadhyay, Matthew R. Lyle and Charles C.Y. Wang
    We outline a framework in which accounting “valuation anchors" could be connected to expected stock returns. Under two general conditions, expected log returns is a log-linear function of a valuation (market value-to-accounting) multiple and the expected growth in the... View Details
    Keywords: Expected Returns; Present Value; Investment Return; Accounting; Valuation; Information; Framework
    Related
    • 2011
    • Working Paper

    Discretion Within the Constraints of Opportunity: Gender Homophily and Structure in a Formal Organization

    By: Adam M. Kleinbaum, Toby E. Stuart and Michael L. Tushman
    Homophily in social relations is widely documented. We know that homophily results from both individual preferences and uneven opportunities for interaction, but how these two mechanisms interact in formal organizations is not well understood. We argue that... View Details
    Keywords: Interactive Communication; Analytics and Data Science; Organizational Structure; Partners and Partnerships; Behavior; Internet and the Web; Theory; Information Technology Industry
    Related
    • 23 May 2016
    • News

    The Biggest Challenges of Data-Driven Manufacturing

    • February 2011
    • Supplement

    Dataset for "Slots, Tables, and All That Jazz: Managing Customer Profitability at the MGM Grand Hotel" (CW)

    By: Dennis Campbell and Francisco de Asis Martinez-Jerez
    Datasets of gaming and hotel customers to perform analysis for the case. View Details
    Keywords: Analytics and Data Science; Games, Gaming, and Gambling; Las Vegas
    Related
    • 11 Oct 2024
    • Research & Ideas

    How AI Could Ease the Refugee Crisis and Bring New Talent to Businesses

    and studied the performance of the algorithms with Kirk Bansak, an assistant professor at the University of California at Berkeley. The work builds from their partnership with the Immigration Policy Lab at Stanford University, which uses... View Details
    Keywords: by Ben Rand; Technology; Information Technology
    • 2009
    • Case

    What People Want (and How to Predict It)

    By: Thomas H. Davenport and Jeanne G. Harris
    Historically, neither the creators nor the distributors of cultural products such as books or movies have used analytics -- data, statistics, predictive modeling -- to determine the likely success of their offerings. Instead, companies relied on the brilliance of... View Details
    Keywords: Product Development; Creativity; Customer Satisfaction; Forecasting and Prediction; Markets; Business Model; Motion Pictures and Video Industry; Motion Pictures and Video Industry
    Related
    • June 2014
    • Case

    Riverview Law: Applying Business Sense to the Legal Market

    By: Heidi K. Gardner and Silvia Hodges Silverstein
    Riverview Law, run like a business rather than a traditional law firm, wants to expand its unconventional concept from the UK to the US. The firm's approach includes performing all legal work for annual fixed-price contracts, using data and analytics to advise clients... View Details
    Keywords: Strategy; Professional Services; Disruptive Innovation; Law Firms; Client Service; Culture; Recruiting; Management; Professional Services Firms; Business Model; Legal Services Industry; United Kingdom; United States
    Related
    • 05 Oct 2017
    • Blog Post

    Working as a Software Engineer in Industrial Technology

    currently-experienced world.   The next day she introduced me to Justin Oliveria and Dan Nevius, two ECs that had worked at NASA and Planetary Resources. They had started building a space technology company,... View Details
    Keywords: Technology
    • Teaching

    Overview

    Anil has taught in front of MBA and doctoral students. He was a teaching fellow in "Managing Innovation" (taught by Professor Karim Lakhani) and "Strategies Beyond the Market" (taught by Professor Dennis Yao) as well as in the MBA Analytics program. Anil also... View Details
    • January 2017
    • Teaching Note

    Transition at DataCo?

    By: Frank V. Cespedes
    The founder of a data analytics company has several issues with his key business developer, an early hire who has been instrumental in building the firm. The DataCo case study illustrates a common situation in entrepreneurial ventures: an early sales hire does well but... View Details
    Keywords: Sales Management; Selling; Entrepreneurial Ventures; Performance Management; Professional Services; Salesforce Management; Sales; Marketing; Performance; Consulting Industry; United States; France
    Related
    • January 2024 (Revised February 2024)
    • Course Overview Note

    Managing Customers for Growth: Course Overview for Students

    By: Eva Ascarza
    Managing Customers for Growth (MCG) is a 14-session elective course for second-year MBA students at Harvard Business School. It is designed for business professionals engaged in roles centered on customer-driven growth activities. The course explores the dynamics of... View Details
    Keywords: Customer Relationship Management; Decision Making; Analytics and Data Science; Growth Management; Telecommunications Industry; Technology Industry; Financial Services Industry; Education Industry; Travel Industry
    Related

      Suraj Srinivasan

      Suraj Srinivasan is the Philip J. Stomberg Professor of Business Administration, a member of the Accounting and Management faculty unit, and chair of the View Details

      Keywords: accounting industry; financial services
      • 06 May 2015
      • What Do You Think?

      Are You Ready for Personalized Predictive Analytics?

      knew she was pregnant. Target's Big Data analysis of hers' and others' purchases, combined with related information, had placed her in a cohort with other women known to be pregnant. Predictive View Details
      Keywords: by James Heskett