Publications

Publications

Filter Results: (136) Arrow Down

Show Results For

← Page 7 of 136 Results
Sort by

Are you looking for?

→Search All HBS Web
  • 21 Nov 2016
  • Research & Ideas

It Matters That Your CEO Doesn't Know Much About Sales

negative-return activities requires good links with changing market realities. On average, companies spend 10 percent of revenues on selling activities—often much more in many B2B markets, he says. But if executives don’t understand the... View Details
Keywords: by Michael Blanding
  • 11 May 2011
  • Research & Ideas

Building a Better Board

company insiders, those most likely to understand a company's technology and customers are its competitors and—in the case of B2B enterprises—its customers. But senior executives from such companies are generally discouraged from serving... View Details
Keywords: by Carmen Nobel
  • 30 Aug 2016
  • First Look

August 30, 2016

viable business out of their groundbreaking technology. The case raises issues in entrepreneurship and B2B marketing such as analyzing economic value to the customer, designing optimal price metrics, aligning pricing with marketing... View Details
Keywords: Carmen Nobel
  • 02 Jan 2018
  • First Look

First Look at New Research and Ideas, January 3, 2018

business. In addition to the valuation and financing issues, the leadership team must decide whether shifting from the firm's current B2B business model (manufacturing and processing dairy products) to a more B2C business model (a... View Details
Keywords: Sean Silverthorne
  • 12 Apr 2004
  • Research & Ideas

Operations and the Competitive Edge

telecommunications technologies, particularly the Internet, which enabled entirely new ways to communicate with customers and suppliers, as well as internally. This was the era when everybody was developing new initiatives in B2C (business-to-consumer) communications... View Details
Keywords: by Martha Lagace
  • 21 Feb 2017
  • First Look

First Look at New Research: February 21

B2C and B2B methods. But in seeking to grow and scale the business, they now must make decisions about the relative emphasis on building their consumer brand or its B2B partnerships as well as the... View Details
Keywords: Carmen Nobel
  • 21 Nov 2017
  • First Look

First Look at New Research and Ideas, November 21, 2017

could develop new capabilities to sustain its growth miracle and entry into new technologies, expansion into B2B businesses, and internationalization. Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/717500-PDF-ENG Harvard... View Details
Keywords: Sean Silverthorne
  • 03 Apr 2019
  • Book

Fintech's Game-Changing Opportunities for Small Business

makers or B2B service businesses, which is a growing segment. “Decisions we make over the next several years will influence large parts of our financial services systems.” Only a relatively tiny number of US small businesses are the... View Details
Keywords: by Martha Lagace; Banking; Financial Services
  • 01 Feb 2011
  • First Look

First Look: Feb. 1

and where the host does not punish symbiont misbehavior. Coordinating Marketing and Sales in B2B Organizations Authors:Frank V. Cespedes Publication:In Business to Business Marketing Handbook. Edward Elgar Publishing Company, forthcoming... View Details
  • 07 Mar 2017
  • First Look

First Look at New Research, March 7

feedback reports, personalized worksheets and teaching support material. Its founders, however, view their B2B strategy as a seeding strategy to eventually form a B2C education marketplace where they can collaborate with other education... View Details
Keywords: Sean Silverthorne
  • 15 Dec 2009
  • First Look

First Look: Dec. 15, 2009

for the launch by an unknown start-up, considering the wisdom of taking a B2C rather than B2B approach with a novel technology, and using analogous products to forecast demand and sales for a new technology. Purchase this case:... View Details
Keywords: Martha Lagace

Are you looking for?

→Search All HBS Web