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August 2017 (Revised November 2017)
Case

VTS

By: Mark Roberge and Michael Roberts

The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real estate industry and has designed a Go-to-Market strategy for what the founders perceive to be the unique... View Details

Keywords: Salesforce Management; Compensation and Benefits; Managerial Roles; New York (city, NY)

August 2017 (Revised December 2017)
Case

Accounting for Nuclear Power Provisions at RWE

By: Paul Healy and Jonas Heese

In early 2016, RWE, a utility that operates nuclear power plants in Germany, came under scrutiny from regulators and the media over the adequacy of its provisions for costs of decommissioning and dismantling (D&D) its nuclear power plants. Accounting standards required... View Details

Keywords: Liabilities; Provisions For Long-term Obligations; Discounting; Accounting; Energy Generation; Energy Industry; Germany

August 24, 2017
Other Article

Google's Secret Formula for Management? Doing the Basics Well

By: Raffaella Sadun

Keywords: Management; Management Practices and Processes

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August 2017 (Revised June 2018)
Case

Enpara.com: Digital Bank at a Crossroad

By: Sunil Gupta and Eren Kuzucu

In March 2017, Elsa Pekmez Atan (MBA 2004), was wondering about the future of Enpara.com, a digital-only banking platform of QNB Finansbank. Since its launch in October 2012, Enpara had been successful in attracting over 600,000 customers by appealing to digital savvy,... View Details

Keywords: Innovation; Competition; Banks and Banking; Business Model; Product Launch; Competitive Strategy; Integration; Innovation and Invention; Decision Making; Strategy; Emerging Markets; Digital Transformation; Banking Industry; Turkey

August 2017
Teaching Note

Health Stop (A) and (B)

By: Regina Herzlinger

Teaching Note for HBS Nos. 185-084 and 196-051. View Details

Keywords: Health Care; Health; Health Industry

August 22, 2017
Article

Find the Right Metrics for Your Sales Team

By: Frank V. Cespedes and Robert Marsh

This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a... View Details

Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management

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August 2017
Supplement

GM's Capital Allocation Framework

By: C. Fritz Foley

August 22, 2017
Blog Post

Governance through Shame and Aspiration: Index Creation and Corporate Behavior in Japan

By: Charles CY Wang

August 2017 (Revised December 2018)
Case

Tamarin App: Natural Language Processing

By: Srikant M. Datar and Caitlin N. Bowler

In this case, students explore the challenges of using sentiment analysis to monitor and understand public perception around a software application, Tamarin SEO App. Technical topics include building a filtering classifier using naive Bayes and sentiment analysis This... View Details

Keywords: Data Science; Branding; Data Analytics; Analytics and Data Science; Brands and Branding; Analysis; Perception; Planning

August 19, 2017
Other Article

Continue the Revolt that CEOs Launched

By: Ethan Rouen

August 2017
Case

RoboTech: Storming into the U.S. Market

By: Christopher A. Bartlett, Rachel Gordon and John J. Lafkas

This case describes the challenges facing the CEO of a small, Singapore-based industrial robotics company that decides to diversify away from its core industrial robot business by leveraging its expertise into the medical-devices industry. It launches an innovative... View Details

Keywords: Market Entry and Exit; Diversification; Product Launch; Competitive Strategy; Globalized Firms and Management; Medical Devices and Supplies Industry; Technology Industry; Singapore; United States

August 2017
Teaching Note

RoboTech: Storming into the U.S. Market (Brief Case)

By: Christopher A. Bartlett and John J. Lafkas

Teaching Note for HBS No. 918-501. View Details

August 2017
Case

Turkish Economy Bank and Fortis Bank: Managing a Complex Merger

By: Stuart C. Gilson, Esel Çekin and Sarah L. Abbott

Following the announcement of the merger of the Turkish Economic Bank (TEB) and Fortis Bank AS, Varol Civil, TEB's CEO, is faced with the task of executing the merger of these two entities. First, all parties must agree to the economic terms of this merger; a process... View Details

Keywords: M＆A; Turkey; Banking; Restructuring; Financial Institutions; Change Management; Mergers and Acquisitions; Banking Industry; Turkey

August 2017
Supplement

Canada Mortgage and Housing Corporation in Motion: Video Supplement

By: Boris Groysberg and Sarah L. Abbott

Evan Siddall, newly appointed CEO of Canada Mortgage Housing Corporation, a governmental organization focused on the residential housing market, is charged with leading change at the organization. The case follows this process of change step by step and looks at the... View Details

Keywords: Leading Change; Organization Behavior; Government; Performance; Leadership; Change; Organizational Change and Adaptation; Organizational Culture; Nonprofit Organizations; Government Administration; Restructuring; Risk Management; Financial Services Industry; Canada

2018
Working Paper

Class Matters: The Role of Social Class and Organizational Sector in High-Achieving Women's Legitimacy Narratives

By: Judith A. Clair, Rachel D. Arnett, Katherine Chen, Beth K. Humberd and Kathleen L. McGinn

While prior research recognizes that women struggle to maintain legitimacy for their successes and that self-narratives play a key role in building such legitimacy, theory provides limited insight into how women build legitimacy through their self-narratives. Our... View Details

Keywords: Personal Development and Career; Gender; Success; Diversity; Perception; Situation or Environment

August 2017 (Revised May 2019)
Case

Hilti (A): Fleet Management?

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer

This case explores the strategic decision-making process of premium power tools manufacturer Hilti in 1999, when the company was considering implementing a fleet management system in the construction industry. Fleet management would involve a shift from selling power... View Details

August 18, 2017
Other Article

How the U.S. Navy Is Responding to Climate Change

By: Forest Reinhardt and Michael W. Toffel

We talk about how a giant, global enterprise that operates and owns assets at sea level is fighting climate change—and adapting to it. We discuss what the private sector can learn from the U.S. Navy’s scientific and sober view of the world. We are also the authors of... View Details

Keywords: Environmental Sustainability; Leadership; Strategic Planning; Problems and Challenges; Operations; Logistics

August 2017
Supplement

PTC: A Transformation to IoT (B)

By: Rajiv Lal and Sarah McAra

In 2013, manufacturing software company PTC Inc. entered the Internet of Things (IoT) market under the leadership of CEO Jim Heppelmann, but the company’s culture was not fully aligned with the new strategic direction. Historically, PTC's culture was defined by... View Details

Keywords: Internet Of Things; Corporate Culture; Human Resources

2017
Working Paper

The Effects of Media Slant on Firm Behavior

By: Vishal P. Baloria and Jonas Heese

The media can impose reputational costs on firms because of its important role as an information intermediary and its ability to negatively slant coverage. We exploit a quasi-natural experiment that holds constant the information event across firms, but varies the... View Details

Keywords: Media Slant; Reputational Capital; Strategic Corporate Decisions

August 2017 (Revised September 2018)
Case

Audubon in 2017: The Turnaround

By: V. Kasturi Rangan

The case briefly describes the 112-year history of the organization and focuses particularly on the changes wrought by its new leader David Yarnold who was brought in by the board in 2010. Under Yarnold's leadership the organization went through two strategic plans... View Details

Keywords: Nonprofit Strategy; Change Management; Change; Leadership; Nonprofit Organizations; Strategy; Transformation

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