Das Narayandas - Publications - Faculty & Research - Harvard Business School

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September 2005
Supplement

Eureka Forbes Ltd.: Managing the Selling Effort (DVD)

By: Das Narayandas

Keywords: Salesforce Management

March 2003
Background Note

Customer Migration and Customer Types

By: Das Narayandas

Describes the evolution of customer relationships using the price vs. cost-to-serve matrix. View Details

Keywords: Customer Focus and Relationships; Cost; Price; Service Operations

March 2003
Background Note

Managing a Customer Relationship Over Time

By: Das Narayandas

Describes the different ways in which vendors can sell a portfolio of products to industrial customers. View Details

Keywords: Customer Relationship Management; Management; Marketing Strategy; Product Marketing; Networks; Sales; Manufacturing Industry

June 2002 (Revised April 2003)
Course Overview Note

Business Marketing: Course Overview Note for Instructors

By: Das Narayandas

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
Background Note

Note on Customer Management

By: Das Narayandas

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 August 2002)
Teaching Note

Hunter Business Group: Team TBA, TN

By: Das Narayandas

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

Keywords: Consulting Industry

June 2002
Teaching Note

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

By: Das Narayandas

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

Keywords: Telecommunications Industry

June 2000 (Revised June 2003)
Teaching Note

Arrow Electronics, Inc. TN

By: Das Narayandas

Teaching Note for (9-598-022). View Details

Keywords: Product Marketing; Sales; Business Subsidiaries; Internet and the Web; Distribution; Business Model; Decision Choices and Conditions; Problems and Challenges; Information Technology Industry; Semiconductor Industry

November 1999 (Revised June 2000)
Case

VerticalNet (www.verticalnet.com)

By: Das Narayandas

VerticalNet, a leading creator of targeted business-to-business vertical trade communities on the Internet, is trying to expand its model to facilitate e-commerce. Mark Walsh, the CEO of VerticalNet, has to decide how far he can extend the firm's business model without... View Details

Keywords: Business Model; Decisions; Digital Platforms; Expansion; Internet and the Web

April 2006
Article

When Does Client Entertainment Cross the Line? HBR Case Commentary

By: Das Narayandas

Keywords: Ethics

Find at Harvard

April 1998
Teaching Note

Industry.Net Teaching Note

By: Das Narayandas

Teaching Note for (9-598-034), (9-598-035), (9-598-036), (9-598-037), and (9-598-038). View Details

Keywords: Web Services Industry

November 1997 (Revised February 1998)
Case

WESCO Distribution, Inc.

By: Das Narayandas

In 1996, WESCO, a national distributor of electrical equipment and supplies, charted out a growth of 6 to 8 percent in sales, and 12 to 16 percent in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts (NA) program... View Details

Keywords: Restructuring; Customer Satisfaction; Growth and Development; Growth and Development Strategy; Distribution; Sales; Balance and Stability; Distribution Industry; Electronics Industry

January 1998
Teaching Note

SaleSoft, Inc. (A) TN

By: Das Narayandas

Teaching Note for (9-596-112). View Details

Keywords: Technology Industry

05 Jun 2020
News

Lessons from Chinese Companies’ Response to Covid-19

Awards

Case Centre Awards and Competitions. Outstanding Case Writer

By: Das Narayandas

Winner of the 2024 Outstanding Case Writer Competition Award for “Hometown Foods: Changing Price Amid Inflation” (HBS Case 522-087, March 2022) with Julian De Freitas and Jeremy Yang. View Details

May 2005
Class Lecture

Managing Markets, Segments, and Customers

By: Das Narayandas

Find at Harvard

March 2003
Background Note

Linking Customer Management Effort to Profits

By: Das Narayandas

Describes the link between a vendor's customer management effort and customer profitability. View Details

Keywords: Profit; Customer Relationship Management

June 2002 (Revised April 2003)
Teaching Note

CMR Enterprises TN

By: Das Narayandas

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

Keywords: Construction Industry

February 2001 (Revised June 2002)
Case

Customer Value Measurement at Nortel Networks--Optical Networks Division

By: Das Narayandas

Since 1995, Nortel Networks' Optical Networks (ON) division has been incorporating customer satisfaction and loyalty measures into its business practices to increase customer value. Over the years, key process owners in various parts of the organization have become... View Details

Keywords: Business Divisions; Customer Focus and Relationships; Customer Satisfaction; Management Teams; Marketing Strategy; Value Creation; Telecommunications Industry

October 2000 (Revised December 2002)
Background Note

Note on Customer Management

By: Das Narayandas

Describes a process for managing customers for profit. View Details

Keywords: Customer Relationship Management; Customer Value and Value Chain; Value

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