Publications

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

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

June 2002 (Revised August 2002)
Teaching Note

Hunter Business Group: Team TBA, TN

Teaching Note for (9-500-030). View Details

Keywords: Consulting Industry

June 2002
Background Note

Note on Customer Management

Lays out a framework for the management of customers using examples of forms in a variety of industries. View Details

Keywords: Customer Relationship Management; Framework

June 2002 (Revised April 2003)
Course Overview Note

Business Marketing: Course Overview Note for Instructors

Details the structure and execution of the Business Marketing course taught in the elective curriculum of the MBA program at HBS. View Details

Keywords: Marketing

June 2002 (Revised April 2003)
Teaching Note

CMR Enterprises TN

Teaching Note for (9-501-012). View Details

Keywords: Construction Industry

June 2002
Teaching Note

Hewlett Packard-Computer Systems Organization: Selling to Enterprise Customers, TN

Teaching Note for (9-500-064). View Details

Keywords: Computer Industry

June 2002
Teaching Note

Customer Value Measurement at Nortel Networks-Optical Networks Division, TN

Teaching Note for (9-501-050). View Details

Keywords: Telecommunications Industry

November 2001
Case

Korea-Tender

By: Das Narayandas and Kate Attea

Korea-Tender is a closed-bidding auction company trying to break even and must select the best opportunity to increase membership and revenue. It can continue its current model with heavy advertising, try to modify its costs, or develop an additional business model... View Details

Keywords: Auctions; Business Model; Advertising; Business Startups; Problems and Challenges; Marketing Strategy; Revenue; Growth and Development Strategy

Article

Managing Customer-Initiated Contacts with Manufacturers: The Impact on Share of Category Requirements and Word-of-Mouth Behavior

By: Doug Bowman and Das Narayandas

Keywords: Management; Customers; Contracts; Production; Behavior

Find at Harvard

summer 2001
Article

Case Study: Hunter Business Group: Team TBA

By: Das Narayandas and Elizabeth R. Caputo

Keywords: Information; Groups and Teams

Find at Harvard

May 2001 (Revised February 2005)
Case

KONE: The MonoSpace Launch in Germany

By: Das Narayandas and Gordon Swartz

Focuses on the launch of a new elevator product in Germany. In 1996, global construction slumps and low differentiation among competitive offerings has led to significant price competition and margin erosion in the elevator industry. In these circumstances, KONE, one... View Details

Keywords: Machinery and Machining; Product Launch; Product Development; Construction Industry; Germany

May 2001
Teaching Note

Coca-Cola's New Vending Machine (A): Pricing to Capture Value, or Not? TN

By: Charles King III and Das Narayandas

Teaching Note for (9-500-068). View Details