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      • Faculty Publications  (78)

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      • June 2007
      • Article

      What Is the Impact of Software Patent Shifts? Evidence from Lotus v. Borland

      By: Josh Lerner and Feng Zhu
      Economists have debated the extent to which strengthening patent protection spurs or detracts from technological innovation. This paper examines the reduction of software copyright protection in the Lotus v. Borland decision. If patent and copyright protections are... View Details
      Keywords: Applications and Software; Patents; Information Technology; Information Technology Industry
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      Lerner, Josh, and Feng Zhu. "What Is the Impact of Software Patent Shifts? Evidence from Lotus v. Borland." International Journal of Industrial Organization 25, no. 3 (June 2007): 511–529. (Earlier version distributed as National Bureau of Economic Research Working Paper No. 11168.)
      • April 2006 (Revised April 2007)
      • Case

      Endeca Technologies: New Growth Opportunities

      By: Paul A. Gompers and Kristin Perry
      Steve Papa, CEO of Endeca Technologies, must decide whether to expand into a new market with a new application of his company's technology. Endeca has experienced significant success with its information access software in the online retail industry, and in September... View Details
      Keywords: Decision Choices and Conditions; Market Entry and Exit; Production; Organizational Structure; Partners and Partnerships; Opportunities; Expansion; Internet and the Web; Applications and Software; Information Technology Industry
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      Gompers, Paul A., and Kristin Perry. "Endeca Technologies: New Growth Opportunities." Harvard Business School Case 206-041, April 2006. (Revised April 2007.)
      • November 2002 (Revised May 2003)
      • Case

      Epicentric

      By: William A. Sahlman
      Describes a set of decisions confronting the management of a software company that sells portal management tools to large companies. Management must raise additional funds under difficult circumstances. View Details
      Keywords: Finance; Investment Funds; Business or Company Management; Product Marketing; Problems and Challenges; Sales; Information Technology Industry
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      Sahlman, William A. "Epicentric." Harvard Business School Case 803-080, November 2002. (Revised May 2003.)
      • August 2002 (Revised January 2003)
      • Case

      Siebel Systems: Anatomy of a Sale, Part 1

      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
      Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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      Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 1." Harvard Business School Case 503-021, August 2002. (Revised January 2003.) (request a courtesy copy.)
      • 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
      Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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      Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 2." Harvard Business School Case 503-022, August 2002. (Revised February 2003.)
      • August 2002
      • Case

      Siebel Systems: Anatomy of a Sale, Part 3

      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
      Keywords: Sales; Decision Choices and Conditions; Competitive Strategy; Customer Relationship Management; Product Marketing; Information Technology Industry
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      Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 3." Harvard Business School Case 503-023, August 2002.
      • July 2001 (Revised October 2002)
      • Case

      Centra Software

      By: John A. Deighton and Laetitia Pouliquen
      Centra is a pioneer in software eLearning. It is debating how to modify its go-to-market strategy, adding telesales to improve sales force productivity. At the same time, its market is evolving, and management thinks it may be about to "cross the chasm" in Geoffrey... View Details
      Keywords: Applications and Software; Learning; Emerging Markets; Growth Management; Salesforce Management; Conflict Management; Information Technology Industry; Education Industry
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      Deighton, John A., and Laetitia Pouliquen. "Centra Software." Harvard Business School Case 502-009, July 2001. (Revised October 2002.) (request a courtesy copy.)
      • January 2001 (Revised January 2004)
      • Case

      Ninth House: e-Learning Software

      By: Amy C. Edmondson, Frances X. Frei and Corey B. Hajim
      Jeff Snipes, CEO of the Ninth House Network, a San Francisco-based E-Learning company, considers a strategy shift to address a recent slump in sales and to attract more customers. The revised strategy would require creating shorter, more directed content that could be... View Details
      Keywords: Internet and the Web; Service Operations; Organizational Structure; Groups and Teams; Corporate Strategy; Organizational Culture; Learning; Sales; Service Delivery; Entrepreneurship; Information Technology Industry; Service Industry; Education Industry; San Francisco
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      Edmondson, Amy C., Frances X. Frei, and Corey B. Hajim. "Ninth House: e-Learning Software." Harvard Business School Case 601-047, January 2001. (Revised January 2004.)
      • November 2000 (Revised May 2002)
      • Case

      Oracle Corporation

      By: Frances X. Frei and Hanna Rodriguez-Farrar
      Oracle Corp., the world's second-largest independent software company (behind Microsoft) was the world's dominant supplier of database software. Oracle also sold application software, such as the popular enterprise resource planning and customer relationship management... View Details
      Keywords: Organizational Change and Adaptation; Internet and the Web; Service Operations; Service Delivery; Applications and Software; Management Teams; Innovation and Invention; Web Services Industry; Information Technology Industry
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      Frei, Frances X., and Hanna Rodriguez-Farrar. "Oracle Corporation." Harvard Business School Case 601-043, November 2000. (Revised May 2002.)
      • September 1999 (Revised April 2000)
      • Case

      Novell: World's Largest Network Software Company

      By: Richard L. Nolan
      After phenomenal growth and market leadership in networking, founder and CEO Ray Noorda made a frontal assault on Microsoft's core strengths. In 1994, Noorda spend over $1.5 billion acquiring companies such as WordPerfect to combat Microsoft Word, products such as... View Details
      Keywords: Information Infrastructure; Applications and Software; Competition; Internet and the Web; Strategic Planning; Corporate Strategy; Information Technology Industry
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      Nolan, Richard L. "Novell: World's Largest Network Software Company." Harvard Business School Case 300-038, September 1999. (Revised April 2000.)
      • September 1999
      • Case

      Project Dreamcast: Serious Play at Sega Enterprises Ltd. (A)

      By: Stefan H. Thomke and Andrew Robertson
      Focuses on the ongoing competitive battles in the global home video game market that is estimated to exceed $15 billion by 1999 in the United States and Japan alone. Describes how Sega Enterprises has redesigned its development processes to create a revolutionary... View Details
      Keywords: Games, Gaming, and Gambling; Competitive Strategy; Technological Innovation; Growth and Development Strategy; Partners and Partnerships; Product Development; Business Growth and Maturation; Market Entry and Exit; Sales; Entertainment and Recreation Industry; Computer Industry
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      Thomke, Stefan H., and Andrew Robertson. "Project Dreamcast: Serious Play at Sega Enterprises Ltd. (A)." Harvard Business School Case 600-028, September 1999.
      • December 1998 (Revised February 1999)
      • Case

      i2 Technologies, Inc.

      By: Ananth Raman and Jasjit Singh
      Describes the emergence and growth of i2 Technologies and the supply chain planning software industry. In December 1998, i2's market capitalization was in excess of $2 billion; the supply chain planning software industry had annual sales of approximately $1 billion and... View Details
      Keywords: Information Technology; Applications and Software; Supply Chain Management; Production; Forecasting and Prediction; Information Technology Industry
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      Raman, Ananth, and Jasjit Singh. "i2 Technologies, Inc." Harvard Business School Case 699-042, December 1998. (Revised February 1999.)
      • March 1998 (Revised December 2000)
      • Case

      Siebel Systems (A)

      By: Michael J. Roberts, Joseph B. Lassiter III and Nicole Tempest
      The case describes the early evolution of Siebel Systems, a sales force automation software company, focusing on issues surrounding Siebel's use of systems integrators as implementation partners and the relationship between implementation and the selling function. View Details
      Keywords: Marketing; Software; Entrepreneurship; Business Startups; Sales; Information Technology Industry
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      Roberts, Michael J., Joseph B. Lassiter III, and Nicole Tempest. "Siebel Systems (A)." Harvard Business School Case 898-210, March 1998. (Revised December 2000.)
      • July 1997 (Revised February 1998)
      • Case

      Aladdin Knowledge Systems

      By: John A. Quelch
      The founder, president, and CEO of a leading software security company has just announced the $5.1 million cash acquisition of a key competitor. As a result, his company becomes the market share leader in Europe and number two in the United States. But now, he and the... View Details
      Keywords: Distribution; Marketing; Applications and Software; Globalization; Acquisition; Sales; Information Technology Industry; United States; Europe
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      Quelch, John A., and Robin Root. "Aladdin Knowledge Systems." Harvard Business School Case 598-018, July 1997. (Revised February 1998.)
      • December 1996 (Revised June 1998)
      • Case

      Midnight Networks, Inc.

      By: H. Kent Bowen and Marilyn Matis
      Midnight Networks, Inc., is a small computer network validation company. This case describes how the five founders built their business from operations earnings and how they established "best practices" operational processes to run their firm successfully. Operational... View Details
      Keywords: Corporate Entrepreneurship; Business or Company Management; Operations; Organizational Culture; Applications and Software; Business Startups; Business Growth and Maturation; Information Technology Industry; Massachusetts
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      Bowen, H. Kent, and Marilyn Matis. "Midnight Networks, Inc." Harvard Business School Case 697-019, December 1996. (Revised June 1998.)
      • April 1993 (Revised July 1994)
      • Case

      MathSoft, Inc. (A)

      By: V. Kasturi Rangan
      MathSoft's VP of sales has doubled the size of the company's direct field sales force to support the launch of a new, high-end workstation software product priced at almost $9,000. However, sales of the new product are far below plan. At the same time, the VP of... View Details
      Keywords: Information Technology; Corporate Entrepreneurship; Applications and Software; Communication Strategy; Salesforce Management; Marketing Channels; Advertising; Product Launch; Information Technology Industry; Industrial Products Industry; United States
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      Rangan, V. Kasturi. "MathSoft, Inc. (A)." Harvard Business School Case 593-094, April 1993. (Revised July 1994.)
      • January 1990 (Revised February 1990)
      • Case

      MSA: The Software Company--Planning the AMAPs Product Line

      By: Robert J. Dolan
      MSA has commissioned a major market research study to assess demand potential for a computer software system designed for aerospace and defense contractors. Students must evaluate the results of the study (including a conjoint analysis) to assess whether MSA should... View Details
      Keywords: Product; Marketing; Mathematical Methods; Software
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      Dolan, Robert J. "MSA: The Software Company--Planning the AMAPs Product Line." Harvard Business School Case 590-069, January 1990. (Revised February 1990.)
      • Research Summary

      Mastering Strategy Execution

      By: Robert Simons

      Professor Robert Simons’ research encompasses three areas of management accountability that are the foundation for successful strategy execution: organization design, performance measurement and control, and risk management. In addition, Simons is interested in the... View Details

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