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- All HBS Web (172)
- Faculty Publications (69)
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- All HBS Web (172)
- Faculty Publications (69)
- 10 Mar 2021
- News
Vision: A Unicorn Evolves
market fit.” In the beginning, Outreach didn’t have a pricing model: “We just kept upping the price, and people kept paying.” Yet the software, while powerful, was unstable. The team had built it quickly and on a budget, because... View Details
- 01 Mar 2018
- News
Can a Digital Platform Open Up the Opaque Metals Industry?
revenues compared to third-party traders who orchestrated sales between the two. “It felt fundamentally unfair to us,” Eykher says. “We figured there had to be a better way to do things.” In September 2017, they launched Open Mineral, a cloud-based View Details
Keywords: Nicole Torres
- 13 Jan 2021
- News
Stress Test
lock, but the company soon expanded its focus to B2B sales in the health care sector. Its clients now include sites responsible for COVID-19 testing and vaccine distribution, which require both security and a reliable audit log. The... View Details
- 15 Apr 2002
- Research & Ideas
In the Virtual Dressing Room Returns Are A Real Problem
electronic commerce than in the B2B segment, since industry standards for characterizing color and fabric are more familiar forms of communication for business partners than for individual consumers. Compounding the difficulty in... View Details
- 24 Aug 2016
- Research & Ideas
Can Obamacare Be Saved?
market is very different from the B2B market. Yes, competing is hard work and made even harder when a company is entering a new market where the customers don’t yet understand... View Details
- 06 Sep 2018
- Blog Post
How to Thrive in an Unstructured Environment
global corporate sales strategy. Throughout this experience, I worked on everything from “blue sky” brainstorming sessions and developing strategies, to attending conferences, implementing new software systems, and designing marketing... View Details
Keywords: Entrepreneurship
- 01 Jun 2022
- News
Case Study: Glass Half Full
can be turned into usable products. The company ships the glasses in carbon-neutral packaging, with an additional carbon offset to guarantee the product’s neutral environmental impact. The market for glassware in the United States... View Details
- Web
Rock 100: The Summit - Entrepreneurship
recommended reading lists Hand-picked resources for the questions and concerns raised by the Rock 100 founders at the Summit can be found at the links below: B2B Marketing Aligning Strategy and Sales: The... View Details
- 06 Dec 2021
- News
HBS Curricula Explore the Complexities of Innovation
Capital Tech Opportunities who invests in B2B software companies in the late-stage growth phase. Hopkins cites an example that was brought to life in a case discussion attended by the protagonist, a founder of a company who had placed his... View Details
Keywords: Jennifer Gillespie
- 26 Jun 2000
- Research & Ideas
What’s an Internet Business Model? Ask a Health Care Professional
some eternal issues of patient care: not only good health, but also quality, choice and trust? To consider these questions, the IS2K conference assembled a panel of experts, with HBS Professor Lynda Applegate as moderator, to talk about "Emerging Internet Business... View Details
- 09 Jun 2003
- Research & Ideas
Incentives and Operational Excellence
technology was introduced to create a more valuable contract between parties. Looking at the home-video market in general, Narayanan learned that between 20 and 25 percent of customers can't find the video they want when they go to their... View Details
Keywords: by Martha Lagace
- Web
Courses by Faculty Unit - Course Catalog
and Entrepreneurial Management) Geoffrey Jones Fall 2025 Q1Q2 3.0 Global Climate Change (also listed under Strategy) Gunnar Trumbull Fall 2025 Q1Q2 3.0 Globalization and Emerging Markets Reshmaan Hussam Spring 2026 Q3Q4 3.0 IFC: Italy;... View Details
- 04 Oct 2016
- Blog Post
The Peek Weekend Stem Cohort Experience
how Alibaba’s Taobao got started as a B2B platform, or what Uber’s highly profitable business model was, or that the now very popular Swiss watches were seriously struggling for a while until Jean-Claude Biver saw the innovative business... View Details
- 01 Jun 2016
- News
Case Study: On the Table
their experience, real estate, and logistics. In exchange, you can expand their product offerings and grow their customer segment. —Cindy Park (PLDA 12, 2013) Here are my quick thoughts based on years of emerging and developed market... View Details
- 01 Oct 2002
- News
Books
boardrooms, academia, and the business press to examine their roles in sustaining or promoting worrisome flaws in the process corporations use to fill their top office. — Laura Singleton (MBA '88) HBS Press Books in Brief As the recent failures of prominent View Details
- 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,... View Details
Keywords: Carmen Nobel
- 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... View Details
Keywords: by Michael Blanding
- 21 Nov 2017
- First Look
First Look at New Research and Ideas, November 21, 2017
forthcoming Quantitative Marketing and Economics Aggregation of Consumer Ratings: An Application to Yelp.com By: Dai, Weijia, Ginger Jin, Jungmin Lee, and Michael Luca Abstract—Because consumer reviews leverage the wisdom of the crowd,... View Details
Keywords: Sean Silverthorne
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
Ross to write the paper "Performance Pricing in Tough Times." Shapiro, an authority on marketing strategy and sales management, is the Malcolm P. McNair Professor of Marketing, Emeritus at Harvard Business School. Ross is a... View Details
- 01 Jun 2018
- News
Up by the Roots
intent on what Gotsch and her colleague, a senior capital markets consultant at Accenture, had to say—or more precisely, what they had come to ask: Where, exactly, do you look for new and innovative financial technology? The response was... View Details