Publications

May 2001 (Revised July 2001)
Case

Wipro Technologies (B)

By: Lynn S. Paine, Carin-Isabel Knoop and Suma Raju

Supplements the (A) case. View Details

Keywords: Information Technology Industry; India

April 2001 (Revised March 2003)
Case

XUMA is a Silicon Valley start-up that builds customized eBusiness software suites for its corporate clients. This market is crowded with large players, including the major consulting and systems integration companies. To date, building these suites has been a very... View Details

Keywords: Production; Software; Business Startups; Innovation and Invention; Information Technology Industry; California

February 2001 (Revised May 2001)
Case

Wipro Technologies (A)

By: Lynn S. Paine, Carin-Isabel Knoop and Suma Raju

The new general manager of Wipro's software services division has been brought on board from General Electric to develop the division into a leading provider of software services to the world's largest corporations. A native of India who received management training in... View Details

Keywords: Business or Company Management; Cross-Cultural and Cross-Border Issues; Transformation; Change Management; Human Resources; Software; Information Technology Industry; India

February 2001
Supplement

Garage.com Video

By: Dorothy A. Leonard and Elizabeth Kind

Features a ten-minute profiling of Garage.com's "Bootcamp for Startups." View Details

Keywords: Information Technology Industry

November 1999 (Revised December 1999)
Case

Massachusetts Software Council, The

By: Rosabeth M. Kanter and Stephanie M. Lowell

Keywords: Information Technology Industry; Massachusetts

October 1999
Case

ZEFER: Building a Business at Hyperspeed

By: John T. Gourville and Joseph B. Lassiter III

In the past 18 months, ZEFER has gone from a several-person Internet consulting firm to a major player in the information-technology services industry. In particular, in the past six months, it has grown from 40 to 400 professionals, has hired a seasoned management... View Details

Keywords: Growth and Development; Recruitment; Venture Capital; Acquisition; Organizational Culture; Managerial Roles; Growth Management; Information Technology Industry

September 1999 (Revised February 2000)
Case

Microsoft's Financial Reporting Strategy

Explores Microsoft's overall financial reporting strategy by examining the company's treatment of two accounting issues--software capitalization and revenue recognition. For both issues, the company selects accounting methods that are relatively conservative. Also... View Details

Keywords: Financial Reporting; Information Technology Industry

September 1999
Teaching Note

Browser Wars, 1994-1998, The TN

By: David B. Yoffie and Mary Kwak

Teaching Note for (9-798-094). View Details

Keywords: Information Technology Industry

May 1999
Teaching Note

Apple Computer 1999 TN

By: David B. Yoffie and Mary Kwak

Teaching Note for (9-799-108). View Details

Keywords: Information Technology Industry

May 1998
Supplement

Microsoft Goes Online: MSN 1998

By: David B. Yoffie

To be handed out as a follow-up to Microsoft Goes Online: MSN--1996. View Details

Keywords: Information Technology Industry

March 1998 (Revised August 1998)
Case

Eutech Cybernetics

By: Marco Iansiti, Myra M. Hart and Matthew J Wallach

Keywords: Information Technology Industry

winter 2007
Article

Bargaining in the Shadow of PeopleSoft's (Defective) Poison Pill

By: Guhan Subramanian

Keywords: Negotiation; Software; Information Technology Industry

January 1995 (Revised March 1995)
Teaching Note

Babbage's TN

By: Walter J. Salmon and David Wylie

Keywords: Software; Information Technology Industry

November 1992 (Revised November 1992)
Teaching Note

IBM: Assistant General Manager of Marketing TN

By: Frank V. Cespedes

Keywords: Marketing; Information Technology Industry

September 1986 (Revised November 1994)
Case

Lotus Development Corp. Channel Choice: Direct vs. Distribution

By: V. Kasturi Rangan

Lotus Development Corp., the number one microsoftware firm has traditionally sold to its customers through a distributor-retail dealer network. In early 1986, the company is considering the option of selling direct to large corporate customers. Students are expected to... View Details

Keywords: Cost vs Benefits; Marketing Channels; Distribution Channels; Sales; Software; Information Technology Industry; United States

October 1986 (Revised January 1991)
Case

Manac Systems International Ltd.

Manac Systems International is confronting a decision about how best to market one of its computer software product lines to small law firms. In the past, Manac has focused on traditional personal selling approaches to market software products that ran on IBM... View Details

Keywords: Marketing Communications; Marketing Channels; Software; Product Marketing; Information Technology Industry

February 1999
Teaching Note

VeriFone(1997) TN

By: F. Warren McFarlan

Teaching Note for (9-398-030). View Details

Keywords: Information Technology Industry

June 1995
Teaching Note

Prodigy Services Companies Series TN

By: Lynn S. Paine

Teaching Note for (9-393-126), (9-395-129), (9-393-127), and (9-393-128). View Details

Keywords: Information Technology Industry

December 1994
Supplement

Prodigy Services Company (A)-- Supplement

By: Lynn S. Paine

Allows students to record their personal evaluations of the communications which gave rise to the controversy detailed in Prodigy Services Co. (A). View Details

Keywords: Information Technology Industry