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Publications

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  • All HBS Web  (431)
    • News  (56)
    • Research  (221)
    • Events  (2)
  • Faculty Publications  (82)

Show Results For

  • All HBS Web  (431)
    • News  (56)
    • Research  (221)
    • Events  (2)
  • Faculty Publications  (82)
← Page 7 of 431 Results →
  • March 27, 2025
  • Article

How One Company Used AI to Broaden Its Customer Base

By: Sunil Gupta and Frank V. Cespedes
The software company SAP successfully leveraged AI tools to begin selling to the small and medium enterprises (SMEs) market, which had previously been uneconomical for its in-person sales approach. By mapping the customer journey and deploying over 40 AI tools, SAP... View Details
Keywords: AI and Machine Learning; Sales; Business Strategy; Market Entry and Exit
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Gupta, Sunil, and Frank V. Cespedes. "How One Company Used AI to Broaden Its Customer Base." Harvard Business Review (website) (March 27, 2025).
  • 31 Aug 2010
  • First Look

First Look: August 31

otherwise dismal retail outlook in 2009. This case gives background pet retail industry information and strategic positioning information for both PetSmart and PETCO to enable students to develop their own Balanced Scorecards and strategy... View Details
Keywords: Sean Silverthorne
  • 08 Nov 2016
  • First Look

November 8, 2016

commercial success and certain disputed business practices, Android has come under substantial attention from competition authorities. We present key aspects of Google’s strategy in mobile, focusing on Android-related practices that may... View Details
Keywords: Sean Silverthorne
  • April 2021 (Revised December 2023)
  • Case

The Mahindra Group: Leading with Purpose

By: Ranjay Gulati and Rachna Tahilyani
India headquartered Mahindra Group is a multibillion-dollar federation of companies operating across the globe. It is ahead of its time in articulating its purpose and mapping its values, something it had first done at inception and then refreshed yet again as ‘Rise’... View Details
Keywords: Mission and Purpose; Organizational Culture; Change Management; Communication Strategy; Family Ownership; Corporate Social Responsibility and Impact; Revenue; Auto Industry; Financial Services Industry; Manufacturing Industry; Technology Industry; Asia; India; Mumbai; South Korea; Italy; United States
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Gulati, Ranjay, and Rachna Tahilyani. "The Mahindra Group: Leading with Purpose." Harvard Business School Case 421-091, April 2021. (Revised December 2023.)
  • 28 Apr 2016
  • Other Presentation

Unlocking the Potential of Geothermal Energy: Strategic Implications for Iceland, Other Nations and the International Community

By: Michael E. Porter and Christian H.M. Ketels
Professor Porter initiated the mapping of Iceland Geothermal Cluster Initiative in cooperation with the consulting company Gekon. He and his colleaque Dr. Christian Ketels introduced their findings in November 2010 at the first Iceland Geothermal Conference held in... View Details
Keywords: Iceland; Geothermal; Renewable; Competitiveness; Competition; Renewable Energy; Energy Industry; Iceland
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Porter, Michael E., and Christian H.M. Ketels. "Unlocking the Potential of Geothermal Energy: Strategic Implications for Iceland, Other Nations and the International Community." Iceland Geothermal Conference, Reykjavik, Iceland, April 28, 2016.
  • 22 Jul 2019
  • Book

How to Be a Digital Platform Leader

challenges and opportunities posed by digital platforms, The Business of Platforms: Strategy in the Age of Digital Competition, Innovation, and Power is a new book by Harvard Business School Professor David B. Yoffie and coauthors Michael... View Details
Keywords: by Martha Lagace
  • March 2015
  • Article

Business Model Evaluation: Quantifying Walmart's Sources of Advantage

By: Humberto Brea-Solís, Ramon Casadesus-Masanell and Emili Grifell-Tatjé
We develop an analytical framework on the basis of the economics of business performance to provide quantitative insight into the link between a firm's business model choices and its profit consequences. The method is applied to Walmart by building a qualitative... View Details
Keywords: Business Models; Quantitative Analysis; Walmart; Production Theory; Business Model; Competitive Advantage; Profit
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Brea-Solís, Humberto, Ramon Casadesus-Masanell, and Emili Grifell-Tatjé. "Business Model Evaluation: Quantifying Walmart's Sources of Advantage." Strategic Entrepreneurship Journal 9, no. 1 (March 2015): 12–33.
  • 2008
  • Chapter

Conceptual Foundations of the Balanced Scorecard

By: Robert S. Kaplan

David Norton and I introduced the Balanced Scorecard in a 1992 Harvard Business Review article. The article was based on a multi-company research project that studied performance measurement in companies whose intangible assets played a central role in value... View Details

Keywords: Balanced Scorecard; Management Systems; Measurement and Metrics; Performance Improvement; Strategy
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Kaplan, Robert S. "Conceptual Foundations of the Balanced Scorecard." Chap. 1.03 in Handbook of Management Accounting Research. Vol. 3, edited by Christopher Chapman, Anthony Hopwood, and Michael Shields. Elsevier, 2008.
  • June 2024 (Revised August 2024)
  • Case

Revlon India's Turnaround: Navigating Online-Offline Decisions Using a Balanced Scorecard

By: Tatiana Sandino and Samuel Grad
Revlon India was founded as a joint venture in 1995, pairing the industrial conglomerate UMG with the global beauty brand Revlon, Inc. to bring international color cosmetics to India. After growing rapidly and pioneering the Beauty Advisor (BA) model in India, the... View Details
Keywords: Balanced Scorecard; Restructuring; Training; Supply Chain Management; Distribution; E-commerce; Business Model; Business Plan; Decision Choices and Conditions; Marketing Strategy; Alignment; Brands and Branding; Negotiation; Joint Ventures; Strategic Planning; Salesforce Management; Competition; Retail Industry; Consumer Products Industry; Beauty and Cosmetics Industry; India
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Sandino, Tatiana, and Samuel Grad. "Revlon India's Turnaround: Navigating Online-Offline Decisions Using a Balanced Scorecard." Harvard Business School Case 124-107, June 2024. (Revised August 2024.)
  • September 2022
  • Case

AllSpice: GitHub for Hardware Engineers

By: Jeffrey J. Bussgang and Mel Martin
AllSpice, a software-as-a-service company that built a GitHub-like revision control tool for hardware engineers, was in the midst of preparing for rapid scale when the 2022 market downturn left them with big decisions to make. Cofounder and CEO Valentina Ratner had to... View Details
Keywords: Scaling; SaaS; Strategy; Marketing; Growth and Development Strategy; Resource Allocation; Customer Focus and Relationships; Technology Industry; Electronics Industry; United States
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Bussgang, Jeffrey J., and Mel Martin. "AllSpice: GitHub for Hardware Engineers." Harvard Business School Case 823-022, September 2022.
  • 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
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Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 3." Harvard Business School Case 503-023, August 2002.
  • September 2019
  • Supplement

pymetrics (B)

By: John R. Wells and Benjamin Weinstock
In March 2013, pymetrics CEO Frida Polli visited Harvard Business School to listen to a section of MBA students from the class of 2013 discuss her business plan and provide feedback on the tests they had taken to identify career opportunities. Polli had developed a... View Details
Keywords: BrainTech; Hiring; Hiring Of Employees; Recruiting; Personality; Personality Traits; Startup; Start-up; Startups; Start-ups; Employment; Strategic Evolution; Psychodynamics; Psychology; Recruitment; Selection and Staffing; Business Startups; Strategy; Personal Characteristics
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Wells, John R., and Benjamin Weinstock. "pymetrics (B)." Harvard Business School Supplement 720-375, September 2019.
  • June 4, 2025
  • Editorial

Employee Stress Is a Business Risk—Not an HR Problem

By: Marion Chomse, Lydia Roos, Reeva Misra and Ashley Whillans
Workplace stress, on the rise for decades, has been treated by many organizations as a personal issue instead of a business-critical risk that merits executive oversight. This is likely due in part to the fact that companies have not effectively quantified and tracked... View Details
Keywords: Employees; Well-being; Risk Management; Competitive Advantage
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Chomse, Marion, Lydia Roos, Reeva Misra, and Ashley Whillans. "Employee Stress Is a Business Risk—Not an HR Problem." Harvard Business Review (website) (June 4, 2025).

    Michael Beer

    MICHAEL BEER

    Mike Beer is the Cahners-Rabb Professor of Business Administration, Emeritus at the Harvard Business School and author Fit to Compete: Why Honest Conversations About Your Company’s... View Details

    • August 2002 (Revised January 2003)
    • Case

    Siebel Systems: Anatomy of a Sale, Part 1

    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: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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    Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 1." Harvard Business School Case 503-021, August 2002. (Revised January 2003.) (request a courtesy copy.)
    • 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
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    Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 2." Harvard Business School Case 503-022, August 2002. (Revised February 2003.)
    • October 2021 (Revised May 2023)
    • Case

    Project Maji: Pricing Water in Sub-Saharan Africa

    By: Elie Ofek, Marco Bertini, Dilyana Karadzhova Botha and Esel Çekin
    In July 2021, Sunil Lalvani, founder and CEO of Project Maji, a non-profit social enterprise headquartered in Dubai that had already provided sustainable, clean water solutions to 80,000 people living in rural communities across Ghana and Kenya, was facing an important... View Details
    Keywords: Water; Pricing; Nonprofit Organizations; Projects; Price; Decision Making; Social Enterprise; Growth and Development Strategy; Equity; Green Technology; Social and Collaborative Networks; Africa; Dubai
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    Ofek, Elie, Marco Bertini, Dilyana Karadzhova Botha, and Esel Çekin. "Project Maji: Pricing Water in Sub-Saharan Africa." Harvard Business School Case 522-043, October 2021. (Revised May 2023.)
    • 02 Oct 2006
    • Research & Ideas

    Negotiating in Three Dimensions

    Business School and a principal of Lax Sebenius LLC, a negotiation strategy firm. He also serves on the Executive Committee of the Program on Negotiation at Harvard Law School. David A. Lax, a former faculty member at Harvard Business... View Details
    Keywords: by Martha Lagace
    • 10 May 2004
    • Research & Ideas

    Rethink the Value of Joint Ventures

    seldom map to realistic approximations of true underlying risks and that coarse rules-of-thumb are used in pretty ad hoc ways. Given the importance of large emerging markets to the future growth of multinationals, I think understanding... View Details
    Keywords: by Cynthia Churchwell
    • 06 Dec 2010
    • Sharpening Your Skills

    Sharpening Your Skills: Doing Business in Emerging Markets

    emerging economies? What are the best ways to leverage local resources? How Do I Identify Opportunities In Emerging Markets? Strategy and Execution for Emerging Markets How can multinationals, entrepreneurs, and investors identify and... View Details
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