Publications

05 Feb 2019
News

The First Five Years: Karan Shah (MBA 2016)

vehicles in the long term.” What are your short- and long-term goals for this work? “In the short term, I am working on integrating our latest acquisitions into the PCL group, introducing new products into our existing setup, establishing... View Details

09 Feb 2021
News

Investing in Entrepreneurship

acquisition route.” While he “retired” from Venrock in 1997 in order to let the next generation move ahead, Crisp soon returned part-time when Laurance and his brother David asked him to serve as vice chair of the family holding company,... View Details

Keywords: Susan Young

Profile

Prineeta Kulkarni

an Indian pharma, Cipla, that was specifically "focused on access and affordability," says Prineeta. Through her work on the acquisitions team, Prineeta helped Cipla expand access to inexpensive HIV medicine to more countries in... View Details

Keywords: Healthcare/Biotech; Nonprofit/Government/Education

09 Dec 2019
Research & Ideas

Identify Great Customers from Their First Purchase

customers spread over six markets. The researchers extracted six variables to represent first-time customers’ acquisition behavior, including whether the purchase was made online or offline, number of items purchased, prices, discounts,... View Details

Keywords: by Kristen Senz; Retail; Service

October 2021
Article

Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach

By: Nicolas Padilla and Eva Ascarza

The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can... View Details

Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Programs; Consumer Behavior; Analysis

Find at Harvard

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology... View Details

23 May 2018
News

Carla A. Harris, MBA 1987

talking about great things,” says Harris, who, two years later, enrolled at HBS as a first-year student. Harris thrived at HBS, and the experience launched her career at Morgan Stanley. She joined in 1987 and worked her way up, holding positions in mergers and View Details

Keywords: Susan Young

January 2002 (Revised February 2002)
Case

Valuing the AOL Time Warner Merger

By: Lynda M. Applegate, Rena Miller and John N Rei

On January 11, 2000, AOL and Time Warner announced their intention to merge, creating what AOL CEO Stephen Case and Time Warner CEO Gerald Levin called the 21st century's first fully integrated communications, media, and entertainment company. This case, prepared from... View Details

Keywords: Mergers and Acquisitions; Management Analysis, Tools, and Techniques; Valuation; Situation or Environment; Media and Broadcasting Industry; Entertainment and Recreation Industry

01 Oct 1999
News

Banking on Success

Acquisitions department and presided over some of the largest deals transacted during the merger-crazed 1980s. He joined Morgan Stanley in 1988 as a managing director and later served as cohead of Mergers and Acquisitions, becoming a... View Details

Keywords: Deborah E. Blagg

January 2020
Case

Banorte Móvil: Data-Driven Mobile Growth

By: Ayelet Israeli, Carla Larangeira and Mariana Cal

In mid-2019, Carlos Hank was deliberating over the results for Banorte Móvil—the mobile application for Banorte, Mexico’s most profitable and second-largest financial institution. Hank, who had been appointed as Banorte´s Chairman of the Board in January 2015, had... View Details

Keywords: Data Analytics; Customer Lifetime Value; Financial Institutions; Mobile and Wireless Technology; Growth and Development Strategy; Customers; Technology Adoption; Communication Strategy; Banking Industry; Mexico; Latin America

October 1993
Case

Analyst's Dilemma (A), The

By: Joseph L. Badaracco Jr. and Jerry Useem

A young investment banker returns home one night to find that her roommate and best friend has been laid off from Universal Bank because Universal is shutting down its capital finance group. Her roommate makes her promise to keep this information confidential because... View Details

Keywords: Ethics; Values and Beliefs; Leveraged Buyouts; Conflict of Interests; Decision Choices and Conditions; Risk and Uncertainty