Startup Management - Publications - Faculty & Research - Harvard Business School

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June 2005
Case

Furqan Nazeeri and the IMTrader Spin-Out

By: Lynda M. Applegate and Brian DeLacey

Furqan Nazeeri is looking to spin out a promising set of products and technologies from an established financial services firm. Designed as an exercise in negotiation. Includes material from the original business plan, and it is possible to simulate a negotiation... View Details

Keywords: Business Startups; Business or Company Management; Negotiation Process; Product Development; Technology Adoption

July 1990
Background Note

Note on Acquiring Bank Credit

By: Amar Bhide and Howard H. Stevenson

Outlines the issues and alternatives faced by start-up businesses in attracting bank credit. The topics covered are how to lay the groundwork for establishing a banking relationship, selecting a bank, preparing an application, and negotiating a loan. View Details

Keywords: Business Startups; Credit; Financing and Loans; Management; Negotiation; Relationships

July 2000
Case

Dawn Riley at America True (E)

By: Linda A. Hill and Kristin Doughty

Supplements the (C) and (C1) cases. View Details

Keywords: Management Style; Leadership; Groups and Teams; Decision Making; Organizational Culture; Problems and Challenges; Gender; Management Teams; Sports; Business Startups; New Zealand; North and Central America

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July 2000
Case

Dawn Riley at America True (D)

By: Linda A. Hill and Kristin Doughty

Supplements the (C) and (C1) cases. View Details

Keywords: Management Style; Leadership; Groups and Teams; Decision Making; Organizational Culture; Problems and Challenges; Gender; Management Teams; Sports; Business Startups; New Zealand; North and Central America

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March 1993 (Revised January 1994)
Case

Eastwind Trading Co. (A)

By: Howard H. Stevenson

Two professional women are contemplating a business venture. They must assess the nature of the opportunity, what options it opens if they are to pursue the venture, and how they might finance the new business. A rewritten version of an earlier case. View Details

Keywords: Business Startups; Finance; Business or Company Management; Goals and Objectives; Opportunities

January 2000 (Revised March 2004)
Case

Officenet (A): Making Entrepreneurship Work in Argentina

Describes the creation and financing of Officenet, an office supply distributor in Argentina. The company serves the business-to-business market through a catalog (combined with phone orders) and also through an Internet-based catalog. Officenet is a pioneer in both... View Details

Keywords: Internet and the Web; Entrepreneurship; Business Startups; Growth and Development Strategy; Consumer Products Industry; Distribution Industry; Argentina

July 2000 (Revised June 2002)
Case

Dawn Riley at America True (A)

By: Linda A. Hill and Kristin Doughty

Dawn Riley is the CEO/Captain of America True, the first coed syndicate to race for the America's Cup. Over three years, based on her vision for America True, she built the syndicate from scratch, bringing on investors and sponsors, designing and building a boat, and... View Details

Keywords: Management Style; Leadership; Problems and Challenges; Sports; Gender; Business Startups; North and Central America; New Zealand; San Francisco

April 2017
Supplement

CIC: Catalyzing Entrepreneurial Ecosystems (B)

By: William R. Kerr, Sari Kerr and Alexis Brownell

CIC engages in "guerrilla warfare," offering free or highly discounted rates in order to get its empty offices filled before the opening day of its St. Louis branch. Opening day is a huge success, and CIC St. Louis grows rapidly, even opening a second building. In the... View Details

Keywords: Start-ups; Boston; Cambridge; St. Louis; CIC; Cambridge Innovation Center; Co-working Space; Entrepreneurial Ecosystems; Innovation Ecosystems; Entrepreneurship; Business Startups; Expansion; Growth and Development Strategy; Boston; Cambridge; St. Louis

February 2001 (Revised January 2002)
Case

Tracmail

By: Paul W. Marshall, Carin-Isabel Knoop and Suma Raju

Tracmail, an online customer service company based in India, is trying to handle support services (e-mail and chat) for companies worldwide. In its quest to break into global markets, Tracmail is contemplating a joint venture with a U.S. call center. Tracmail is also... View Details

Keywords: Salesforce Management; Globalized Firms and Management; Business Startups; Joint Ventures; Service Industry; Information Technology Industry; India; United States

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July 2014
Teaching Note

Vaxess Technologies, Inc.

By: John A. Quelch

Keywords: Marketing Innovations; Entrepreneurship; Innovation and Management; Business Startups; Marketing Strategy; Health Industry; Pharmaceutical Industry; North and Central America

December 2005 (Revised May 2007)
Case

Cynthia Fisher and the Rearing of ViaCell

By: Robert F. Higgins, Richard G. Hamermesh and Ingrid Vargas

Describes the start up of Viacord, a Boston-based medical services firm founded by Cynthia Fisher (HBS MBA) in 1993. Told from Fisher's perspective, the entrepreneur details the conceptualization and launch of the business and the many obstacles and expenses faced in... View Details

Keywords: Managerial Roles; Business Growth and Maturation; Entrepreneurship; Business Startups; Service Industry; Health Industry; Boston

November 2021 (Revised March 2022)
Case

AppHarvest: Rebuilding the Appalachian Economy Through Agriculture

By: Joshua Lev Krieger, William R. Kerr and Christian Godwin

In 2021, AppHarvest completed construction of a 60-acre indoor farming facility, one of the world’s largest, recorded its first sales, and went public in a multi-billion dollar IPO. Described as “a force of nature,” Jonathan Webb founded the company to bring jobs back... View Details

Keywords: Agricultural; Entrepreneur; Business Startups; Development Economics; Sales; Goals and Objectives; Going Public; Growth Management; Buildings and Facilities; Agriculture and Agribusiness Industry; North America

09 Jul 2018
Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

“Nothing sells itself,” says Frank Cespedes, senior lecturer in the Entrepreneurial Management Unit at Harvard Business School. “When companies introduce new products, they are offering something that by definition is going to replace... View Details

Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail

October 1999 (Revised July 2002)
Case

WingspanBank.com (A)

By: Sandra J. Sucher and Daniel Galvin

The case describes the new product development process for WingspanBank.com, an Internet-only financial services "infomediary" created by a team from Bank One's First USA division. The creation of the bank is described from concept development to prelaunch decision... View Details

Keywords: Business Startups; Decision Making; Information Management; Management Practices and Processes; Managerial Roles; Product Development; Performance Consistency; Competitive Advantage; Internet; Financial Services Industry; Web Services Industry; United States

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March 1996 (Revised August 2000)
Case

Wildfire Communications, Inc. (A)

By: Jeffrey F. Rayport and Mary Connor

Founder and CEO Bill Warner is faced with critical decisions regarding the product lines, target markets, and technology platforms that his start-up, Wildfire Communications, Inc., will pursue. In addition to the question of strategic focus across these lines of... View Details

Keywords: Technology; Resource Allocation; Organizational Culture; Business Startups; Business Strategy; Communications Industry; Technology Industry

May 2005 (Revised February 2007)
Case

HNA Group: "A Miracle in Civil Aviation"

By: Cynthia A. Montgomery and Carole Winkler

Chen Feng and three others started Hainan Airlines in China during a historic transformation and privatization of the civil aviation industry. From a small loan from the local province in 1992, Chairman Chen built the company into a conglomerate that, by 2003, owned... View Details

Keywords: Growth Management; Air Transportation; Business Growth and Maturation; Competitive Advantage; Emerging Markets; Business Startups; Air Transportation Industry; China

April 1999 (Revised October 2001)
Case

Motive Communications

By: Jeffrey F. Rayport, Marco Iansiti, Myra M. Hart, William W Chan and Find Findsen

The founders of Motive Communications, Inc., a recent start-up dedicated to reinventing the support chain involved in the delivery of information technology support services, put in place a development process hinged on extensive customer feedback. As part of this, a... View Details

Keywords: Business Startups; Customer Relationship Management; Risk and Uncertainty; Information Technology Industry

June 2005 (Revised July 2006)
Case

fortu PowerCell GmbH

By: Michael J. Roberts, William A. Sahlman, Vincent Dessain, Monika Stachowiak and Anders Sjoman

Describes the financing, strategy, and growth decisions facing fortu, a young German battery company. The company is contemplating a facility in East Germany, where state subsidies make the finances appealing. A sudden offer to license fortu technology for application... View Details

Keywords: Technological Innovation; Financing and Loans; Business Startups; Growth and Development Strategy; Battery Industry; Germany

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August 2016 (Revised November 2019)
Supplement

eSig: Growth Analysis

By: Mark N. Roberge and Thomas R. Eisenmann

eSig, an early-stage startup, offers an electronic signature application as a "freemium" product, i.e., users can upgrade from a free basic version to a premium version by paying a subscription fee. Using 9 months of data from 50,000 user activations, available as a... View Details

Keywords: Esignature; Computer Software; Entrepreneurship; Business Startups; Management; Marketing Channels; Applications and Software; Computer Industry; United States

15 Aug 2016
Research & Ideas

Black Swans and Big Trends Can Ruin Anyone's Internet Prediction

how we thought about online opportunities one year after the dot-com bubble burst. In retrospect, many of my thoughts about the internet’s future evolution missed the mark. If you think history repeats itself, then these forecasting errors might be germane, since View Details

Keywords: by Thomas R. Eisenmann; Technology

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