Customer Lifetime Value - Publications - Faculty & Research

01 Apr 2001
News

Rewriting the Script: Social Enterprise Start-ups Expand Business Plan Contest's Parameters

founder of Avid Technologies. He’s still on our advisory board, and he has also put us in touch with a contact at Lifetime Television. Since then we’ve produced two films for them.” Montage, with offices in New York and Los Angeles,... View Details

Keywords: Arts, Entertainment; Information

22 Jan 2018
News

The First Five Years: ‘30 Under 30’ Edition

for our users and, in the process, increase our customer lifetime value (e.g., our successful decision to repurpose our video content into textbooks).” Guram: “I remember that... View Details

Keywords: Ambulatory Health Care Services; Health, Social Assistance; Nonstore Retailers; Retail Trade; Educational Support Services; Educational Services

01 Dec 2002
News

Think Globally, Teach Locally

When HBS professor F. Warren McFarlan moved to Vevey, Switzerland, in 1973, it was his first experience living outside the United States. “I had three degrees from Harvard, and my major lifetime move had been from the western suburbs of... View Details

Keywords: Julia Hanna

06 Dec 2021
News

The Sparkles in Our Skies

created a market out of thin air. “We have customers who have come to us and said, ‘I never previously considered a diamond because of the impact,’” says Aether’s cofounder and chief marketing officer Robert Hagemann (MBA 2011). “That is... View Details

Keywords: April White; Nonstore Retailers; Retail Trade

01 Jun 2017
News

Case Study: Something New

Cherlin Diniz (MBA 2005) Today’s consumers expect more customized and personalized products, services, and experiences. Anomalie’s value proposition to provide a custom product... View Details

Keywords: April White

01 Mar 2010
News

Slum for Sale

parcel of land in a rapidly growing city of some 14 million people with one of the highest real estate values in the world. In “Dharavi: Developing Asia’s Largest Slum,” HBS assistant professor Lakshmi Iyer and lecturer John Macomber... View Details

Keywords: Julia Hanna; Colleges, Universities, and Professional Schools; Educational Services; Administration of Housing Programs, Urban Planning, and Community Development; Government

01 Apr 2002
News

HBS Press Books in Brief

HBS Press Books in Brief Total Access: Giving Customers What They Want in an Anytime, Anywhere World. Regis McKenna, the renowned "father of high-tech marketing," sets forth a new marketing paradigm in which machines and networks do most... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

24 Apr 2014
News

Improving the service experience requires excellence—but not in everything

Everyone knows what bad service feels like—and that’s something Frances Frei, Professor at HBS, wants to fix. Making the service experience better for everyone, from customers to employees, begins with understanding the services View Details

16 Sep 2015
News

Rethink pricing to create shared—and expanded—value

John T. Gourville, the Albert J. Weatherhead Jr. Professor of Business Administration, advocates that value be shared by a firm and its customers. “Without a willing customer, there is no value,” he says. “When companies view View Details

01 Sep 2015
News

Case Study: Golden Ticket

other gate-related event services. The company—which formed in late 2014 in a merger of a ticket-selling operation and a youth sports–focused custom commemoratives business—currently works with about two dozen schools in California, has... View Details

01 Jan 2003
News

James E. Burke, MBA 1949

concerned about what I should do with my life. I knew I wanted a career in business, but it wasn't until I was at HBS that I grasped that business could be a force for good in society. We were constantly reminded of the importance of moral View Details

06 Dec 2017
News

Puzzle Master

towards digital experiences that enhance customer engagement. In an interview with Black Enterprise, Williams-Sonoma Vice President and Head of Strategy & Business Anddria Clack-Rogers Varnado (MBA 2014) said, “Technology has always been... View Details

01 Sep 2008
News

Faculty Books

identify customer-owners, delight them by exceeding their expectations, foster an ownership culture throughout the company, and measure and increase “ownership quotient” among customers and employees. Creating and Growing Real Estate... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services; Real Estate

01 Aug 2002
News

HBS Alumni Association Board of Directors: President's Report

Relations staff with a goal of describing HBS finances and demystifying some of the commonly held beliefs about the School's funding needs. These sessions were instrumental in informing the students and setting expectations for a lifetime... View Details

01 Dec 2018
News

Case Study: Your Data, Your Health

during a Blavatnik Fellowship in Life Science Entrepreneurship at HBS. The startup employs a system for collecting reproductive cell samples from a tampon, which the customer sends to the lab for genomic analysis. The lab then provides... View Details

Keywords: Jen McFarland Flint

01 Dec 2020
News

New News

going through the process of pricing discovery over time and optimizing for the best LTV to CAC [customer lifetime value to customer acquisition cost] ratio, which brings you... View Details

Keywords: entrepreneuship; digital media; startups; news; business models; young alumni; News, Library, Internet, and Other Services; Information

01 Dec 2003
News

An Authentic Leader

not going to have an appreciation for the customer. How do you create long-term value? Real value is created by a motivated organization that is pursuing a mission that has a passion for the customer and a... View Details

Keywords: Roger Thompson; Colleges, Universities, and Professional Schools; Educational Services

01 Dec 2014
News

Faculty Q&A: The New Brand Manager: You

Now that customers have more of a voice in the consumer-brand relationship, some brands have suffered loud criticism for recent business decisions. How can brands avoid that pitfall? I’m not sure consumer criticism is always necessarily... View Details