• April 18, 2023
• Article

The Rebirth of Software as a Service

By: Frank V. Cespedes and Jacco van der Kooij

Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach falls short when applied to a recurring revenue business, where the customer life cycle looks more like a bowtie, not a... View Details

Keywords: Customers; Sales; Technology Industry

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Cespedes, Frank V., and Jacco van der Kooij. "The Rebirth of Software as a Service." Harvard Business Review (website) (April 18, 2023).

• 29 Mar 2011
• First Look

First Look: March 29

An abstract is unavailable at this time. Read the paper: http://www.europeanbusinessreview.com/?p=3588   Working PapersInnovation and the Challenge of Novelty: The Novelty-Confirmation-Transformation Cycle in Software and Science... View Details

Keywords: Sean Silverthorne

• 18 Nov 2015
• HBS Seminar

Martin Kanz, Economist, Development Economics Research Group, Finance and Private Sector Research, The World Bank

• 14 Dec 2007
• Op-Ed

When Your Product Becomes a Commodity

lose market share but improve profitability. 2. Compensate your salesforce on profit margin, not sales revenues. A volume-based salesforce will sign up any customer, regardless of profitability. That's OK early in the product life View Details

Keywords: by John Quelch

• 13 Jan 2003
• Research & Ideas

The Subconscious Mind of the Consumer (And How To Reach It)

Harvard Business School professor Gerald Zaltman's latest book, How Customers Think: Essential Insights into the Mind of the Market, delves into the subconscious mind of the consumer—the place where most purchasing decisions are made. The question: How can View Details

Keywords: by Manda Mahoney

• 05 Jul 2006
• Working Paper Summaries

Reinventing Savings Bonds

Keywords: by Peter Tufano & Daniel Schneider; Financial Services

• April 2025
• Article

The Fed and the Secular Decline in Interest Rates

By: Sebastian Hillenbrand

In this paper I document a striking fact: a narrow window around Fed meetings fully captures the secular decline in U.S. Treasury yields since 1980. By contrast, yield movements outside this window are transitory and wash out over time. This is surprising because the... View Details

Keywords: United States Treasury; Monetary Policy; Yield Curve

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Hillenbrand, Sebastian. "The Fed and the Secular Decline in Interest Rates." Review of Financial Studies 38, no. 4 (April 2025). (Editor's Choice.)

• 2019
• Book

Fintech, Small Business & the American Dream: How Technology Is Transforming Lending and Shaping a New Era of Small Business Opportunity

By: Karen G. 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

Keywords: Fintech; Big Data; Data; Technology; Artificial Intelligence; Great Recession; Regulation; Innovation; Banks; Lending; Loans; Access To Capital; American Dream; Community Banking; Small Business Administration; Entrepreneur; Government; Public Policy; API; Policy Making; Small Business; Financing and Loans; Technological Innovation; Financial Crisis; Banks and Banking; Governing Rules, Regulations, and Reforms; Policy; AI and Machine Learning; Analytics and Data Science; United States

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Mills, Karen G. Fintech, Small Business & the American Dream: How Technology Is Transforming Lending and Shaping a New Era of Small Business Opportunity. Palgrave Macmillan, 2019.

Fintech, Small Business & the American Dream: How Technology Is Transforming Lending and Shaping a New Era of Small Business Opportunity

 

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... View Details

• Research Summary

Fintech, Small Business & the American Dream: How Technology Is Transforming Lending and Shaping a New Era of Small Business Opportunity

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

• February 2024
• Module Note

Collaborate on the Core, Compete on the Edges

By: Frank Nagle

In the rapidly evolving environment of modern business, the digitization of economic activity and the ubiquitous integration of technology across industries are fundamentally altering how companies develop and implement strategy. The rise of digital technologies has... View Details

Keywords: Technology Adoption; Competition; Cooperation; Collaborative Innovation and Invention

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Nagle, Frank. "Collaborate on the Core, Compete on the Edges." Harvard Business School Module Note 724-453, February 2024.

• January – February 2011
• Article

Creating Shared Value

By: Michael E. Porter and Mark R. Kramer

The capitalist system is under siege. In recent years business has been criticized as a major cause of social, environmental, and economic problems. Companies are widely thought to be prospering at the expense of their communities. Trust in business has fallen to new... View Details

Keywords: Customer Value and Value Chain; Economic Growth; Economic Systems; Corporate Social Responsibility and Impact; Environmental Sustainability; Trust; Human Needs; Welfare; Competitive Advantage; Value Creation

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Porter, Michael E., and Mark R. Kramer. "Creating Shared Value." Harvard Business Review 89, nos. 1-2 (January–February 2011): 62–77.

• March 27, 2025
• Article

How One Company Used AI to Broaden Its Customer Base

By: Sunil Gupta and Frank V. Cespedes

The software company SAP successfully leveraged AI tools to begin selling to the small and medium enterprises (SMEs) market, which had previously been uneconomical for its in-person sales approach. By mapping the customer journey and deploying over 40 AI tools, SAP... View Details

Keywords: AI and Machine Learning; Sales; Business Strategy; Market Entry and Exit

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Gupta, Sunil, and Frank V. Cespedes. "How One Company Used AI to Broaden Its Customer Base." Harvard Business Review (website) (March 27, 2025).