Revenue Strategy - Publications - Faculty & Research

22 Jun 2021
Research & Ideas

The COVID-19 Mutiny: When Teams Leave and Take Their Clients

there’s no pressing need for introductions; since these groups are usually siloed revenue producers. Competition with other departments, the need for subject-matter expertise—these are the circumstances that typically create leadership... View Details

Keywords: by Robin Abrahams, Boris Groysberg, and Steven L. Manchel

28 Aug 2018
First Look

New Research and Ideas, August 28, 2018

to have scaled their software startup, InsightSquared, to $2 million in revenue and secured an $8 million round of venture capital. However, they disagreed on the path ahead, specifically on the sales and marketing plan. Shilmover... View Details

Keywords: Dina Gerdeman

03 Mar 2015
First Look

First Look: March 3

other forms of competition in strategy and organizations. Next, we organize and review the findings of three ostensibly separate theoretical perspectives that have arisen from game theory, competitive dynamics, and institutional... View Details

Keywords: Sean Silverthorne

15 Jan 2013
First Look

First Look: January 15

findings contribute to the corporate strategy literature by shedding light on the roots of the diversification discount and by showing how analysts' research enables investors to overcome asymmetric information. Paper: View Details

Keywords: Sean Silverthorne

14 Nov 2006
First Look

First Look: November 14, 2006

improvement, and holding people accountable for results. The authors propose a holistic framework that district leaders can use to develop an improvement strategy and build coherent organizations to implement it. The framework is based on... View Details

Keywords: Sean Silverthorne

26 Apr 2004
Research & Ideas

A Clear Eye for Innovation

generate the cash needed to fund the daily disposables and extended-wear lenses. At the time the new strategy was adopted, Ciba Vision's annual revenues were stuck at about $300 million. Ten years later, its... View Details

Keywords: by Charles A. O'Reilly III & Michael L. Tushman

January 2024
Case

Frank Cornelissen: The Great Sulfite Debate (A)

By: Tiona Zuzul and Susan Pinckney

In 2018, artisanal Italian vineyard Frank Cornelissen was one of the world’s leading natural wine vineyards. Its founder, Frank Cornelissen, faced weather related conditions that forced him to have to decide between staying true to the tenets of the natural wine... View Details

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17 Oct 2006
First Look

First Look: October 17, 2006

Working PapersInstitutional Pressures and Environmental Strategies Authors: Magali A. Delmas and Michael W. Toffel Abstract This paper suggests how institutional theory can explain enduring differences in organizational strategies. We... View Details

Keywords: Sean Silverthorne

14 Nov 2005
Research & Ideas

How Can Start Ups Grow?

"These social resources are acquired by mimicking the structures and activities of established firms, and by affiliating with high-status customers respectively," she wrote in the abstract to her recent paper, Great Oaks from Little Acorns Grow: View Details

Keywords: by Sarah Jane Gilbert; Advertising

20 Aug 2013
First Look

First Look: August 20

green building, including evolving boundaries of professional jurisdictions; changing industry strategies and structures, including the roles of ownership, supply firms, and market niches; new operational, organizational, and cultural... View Details

Keywords: Anna Secino

10 Jan 2005
Research & Ideas

The Knowledge Coach

intuits a developing bottleneck in the assembly line and creates a fix before a problem occurs. It's also the CEO who draws on years of experience to solve a strategy imbroglio that has paralyzed top staff. It's the venture capitalist—who... View Details

Keywords: by Dorothy Leonard & Walter Swap

January 2025
Case

Untapped Global: Financing Africa's Missing Middle

By: Raymond Kluender and Emanuele Colonnelli

In November 2024, Jim Chu, founder and CEO of Untapped Global, faced mounting internal tensions over the company’s strategic direction. Untapped had developed a data-driven revenue-based financing (RBF) model to address the “missing middle” problem—the $5.2 trillion... View Details

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27 Jun 2017
First Look

First Look at New Research and Ideas, June 27

they overcame huge obstacles to execute their strategies in industries as diverse as renewable energy, organic food, natural beauty, eco-tourism, recycling, architecture, and finance. The pioneering efforts to build certification schemes... View Details

Keywords: Sean Silverthorne

20 Oct 2015
First Look

October 20, 2015

integration. The reason is that at low prices, increases in revenue resulting from enhanced productivity are too small to justify the cost, whereas at high prices, the revenue benefit exceeds the cost. Trade... View Details

Keywords: Sean Silverthorne

26 Jan 2016
First Look

January 26, 2016

Political corruption governs the efficiency with which tax revenues are translated into infrastructure. The model predicts an inverted-U relationship between taxation and growth, with corruption reducing the optimal taxation level. We... View Details

Keywords: Sean Silverthorne

13 May 2014
First Look

First Look: May 13

reading a report written by Peter Sullivan, a top estate planning adviser, which considers how estate planning strategies might need to change due to recent changes in estate tax law. Specifically, Warrick must decide whether each couple... View Details

Keywords: Sean Silverthorne

22 Feb 2011
Research & Ideas

The Most Important Management Trends of the (Still Young) Twenty-First Century

strategy and organizational management. Products are being developed through open innovation, with input from people connected to each other and the company only through a common interest—and electronic media. Virtually every company on... View Details

Keywords: by Sean Silverthorne

24 Jan 2017
First Look

First Look at New Research: January 24, 2017

https://www.hbs.edu/faculty/Pages/item.aspx?num=52104 forthcoming Strategic Management Journal Elevating Repositioning Costs: Strategy Dynamics and Competitive Interactions By: Menon, Anoop R., and Dennis Yao Abstract—This paper proposes... View Details

Keywords: Sean Silverthorne

05 Mar 2013
First Look

First Look: March 5

513-044 From modest beginnings as a cashew trader in Nigeria, Olam, founded by Indian nationals in 1989, has grown into a leading global agricultural trading company, with annual revenues of $14 billion. The company recently has begun... View Details

Keywords: Sean Silverthorne

10 Feb 2009
First Look

First Look: February 10, 2009

returns. The risk-minimizing currency strategy for a global bond investor is close to a full currency hedge, with a modest long position in the U.S. dollar. There is little evidence that risk-minimizing investors should adjust their... View Details

Keywords: Martha Lagace

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The COVID-19 Mutiny: When Teams Leave and Take Their Clients

New Research and Ideas, August 28, 2018

First Look: March 3

First Look: January 15

First Look: November 14, 2006

A Clear Eye for Innovation

Frank Cornelissen: The Great Sulfite Debate (A)

First Look: October 17, 2006

How Can Start Ups Grow?

First Look: August 20

The Knowledge Coach

Untapped Global: Financing Africa's Missing Middle

First Look at New Research and Ideas, June 27

October 20, 2015

January 26, 2016

First Look: May 13

The Most Important Management Trends of the (Still Young) Twenty-First Century

First Look at New Research: January 24, 2017

First Look: March 5

First Look: February 10, 2009

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