Revenue Management - Publications - Faculty & Research - Harvard Business School

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October 2016 (Revised November 2016)
Case

DO & CO: Gourmet Entertainment

By: Juan Alcácer and Esel Çekin

This case is about a global catering, restaurant, and hospitality company, DO & CO, growing geographically with its existing businesses while also adding new brands to its portfolio. The company had $1 billion in revenues in 2015 from its three divisions: airline... View Details

March 2021 (Revised August 2022)
Case

Seeding and Selling Asana

By: Jeffrey F. Rayport, Susie Ma and Amram Migdal

In December 2019, Oliver Jay, Asana’s Chief Revenue Officer (CRO), was reconsidering his go-to-market (GTM) strategy. Asana was cloud-based work management software that enabled users to break up projects into discrete tasks that could be assigned, scheduled, and... View Details

Keywords: SaaS; Customer Journey; Business Model; Business Organization; Change Management; Growth and Development Strategy; Growth Management; Marketing Channels; Marketing Strategy; Product Marketing; Organizational Change and Adaptation; Organizational Design; Organizational Structure; Digital Platforms; Internet and the Web; Technology Industry; United States

Research Summary

Overview

By: Ayelet Israeli

Professor Israeli utilizes econometric methods and field experiments to study data driven decision making in marketing context. Her research focuses on data-driven marketing, with an emphasis on how businesses can leverage their own data, customer data, and market data... View Details

Keywords: Channel Management; Pricing; Pricing Policies; Online Marketing; E-commerce; Analytics; Econometrics; Field Experiments; Data Analytics; Artificial Intelligence; Value Of Data

03 Jun 2014
News

‘Victims’ of churn are accessories to the crime

November 2019 (Revised December 2019)
Case

Marcus by Goldman Sachs

By: Rory McDonald, Samir Junnarkar and David Lane

Five years on from the 2008 financial crisis, Goldman Sachs remained wounded. Revenues at the global investment bank had stagnated below pre-crisis levels, and the firm had yet to rebound from a substantial decline in securities-trading revenues. Marcus by Goldman... View Details

Keywords: Corporate Entrepreneurship; Banks and Banking; Innovation Leadership; Growth and Development Strategy; Growth Management; Organizational Culture; Financial Services Industry; United Kingdom

April 2023
Case

Fizzy Fusion: When Data-Driven Decision Making Failed

By: Michael Parzen, Eddie Lin, Douglas Ng and Jessie Li

This is a case about a fictional New York beverage company called Fizzy Fusion. The business is facing supply chain and inventory management challenges with its new product, SparklingSip. Despite seeking help from a data science consulting firm, the machine learning... View Details

Keywords: Supply Chain Management; Production; Risk and Uncertainty; Analytics and Data Science; Food and Beverage Industry

October 2000 (Revised March 2007)
Case

Nick Fiore: Healer or Hitman? (A)

By: Clayton M. Christensen and Tara Donovan

Many general managers face this predicament at one time or another: if I don't deliver the numbers, senior management won't invest in our growth. But what it takes to deliver the desired numbers may include layoffs and other undesirable solutions. Is it better to back... View Details

Keywords: Risk Management; Job Cuts and Outsourcing; Strategic Planning; Decision Choices and Conditions

November 2005 (Revised July 2007)
Case

Pine Ridge Winery, LLC (A)

By: Joseph B. Lassiter III and Lauren Barley

George Scheppler, president and CEO of Pine Ridge Winery, LLC, (the "Company") sat in his office overlooking the steep hillside vineyards of the Pine Ridge Winery in Napa Valley. It was June 2005, and he was preparing for the upcoming board of managers meeting where he... View Details

Keywords: Governing and Advisory Boards; Brands and Branding; Product Positioning; Corporate Strategy; Napa Valley

May 2014
Case

Groupon, Inc.

By: Krishna G. Palepu, Blythe J. McGarvie and James Weber

Internet coupon site "Groupon" grew revenues rapidly and went public, but struggled to impress investors or operate profitably. Did it have a sustainable business model? Groupon sold coupons called Groupons which purchasers used to acquire goods or services at... View Details

Keywords: Accounting; Corporate Governance; Entrepreneurship; Financial Management; Financial Reporting; Financial Statements; Organizational Culture; Strategy; Web Services Industry; United States

August 2023
Case

Kariyer.net: Recruiting AI

By: Shunyuan Zhang, Fares Khrais and Namrata Arora

In 2017, Fatih Uysal (AMP 2021) became CEO of Kariyer.net. By then, the business was already the industry leading online job board in Turkey. However, faced with stalling growth, a turbulent macroenvironment, and growing competition from international players, Uysal... View Details

22 Feb 2011
News

A Revolution in Corporate Reporting

September 1986 (Revised February 1991)
Case

Graves Industries, Inc. (C): Consumer Hardware Division

Describes events occurring over a three-year period in a division of Graves Industries. The division is being squeezed for profit, and managers in the division get involved in some fraudulent financial reporting schemes involving revenues and capitalization of... View Details

Keywords: Earnings Management; Crime and Corruption; Ethics; Financial Reporting

January 2005 (Revised July 2005)
Case

Gretta Enterprises

Describes Gretchen ("Gretta") Monahan's founding and management of Gretta Enterprises, which has grown to five outlets--salons, day spas, and fashion boutiques--and $10 million in annual revenue in 10 years. Monahan's role as a television host on TLC's A Makeover Story... View Details

Keywords: Growth Management; Entrepreneurship; Leadership Style; Fashion Industry; Beauty and Cosmetics Industry

Find at Harvard

April 2009 (Revised November 2012)
Case

Sermo, Inc.

By: Thomas R. Eisenmann and Lars Peter Christian Nielsen

Sermo operates the leading online professional network for physicians in the United States. Doctors use Sermo free of charge to post surveys regarding diagnostic and treatment concerns and to discuss these concerns, as well as challenges with managing their practices.... View Details

Keywords: Entrepreneurship; Health Care and Treatment; Knowledge Sharing; Two-Sided Platforms; Conflict and Resolution; Social and Collaborative Networks; United States

September 2010
Case

NetApp

By: Das Narayandas and Elizabeth A. Kind

NetApp had undertaken an award-winning overhaul and upgrading of its channel strategy design that accounted for 46 percent of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with half... View Details

Keywords: Advertising; Business Model; Design; Revenue; Planning; Problems and Challenges; Sales; Manufacturing Industry; Computer Industry; Information Technology Industry

March 1973 (Revised October 1983)
Case

Stirling Homex (A)

Deals primarily with the basic issue of revenue recognition. Homex was recognizing revenue from its modular units prior to the date on which an actual sale had taken place. In addition, there are some interesting issues dealing with the allocation of profit between... View Details

Keywords: Working Capital; Resource Allocation; Revenue Recognition; Profit

Article

Capture New Value from Your Existing Tech Infrastructure

By: Stefan Thomke and Anthony Rodrigo

When senior managers think about how to respond to the threats and opportunities of technological change, they often dream of the same thing: If they just could start a new company or division that isn’t held back by conventional thinking or outdated business models.... View Details

Keywords: Innovation; Technology; Ecosystem; Incubators; Technological Innovation; Telecommunications Industry; South Asia; Malaysia

2011
Teaching Note

UFIDA (E) (TN)

By: F. Warren McFarlan, Donghong Li and Lijuan Liu

In 2004, China's largest management software provider UFIDA began internationalization. In the subsequent 6 years, UFIDA entered Hong Kong, Singapore, Japan, Thailand, Vietnam and other overseas Asian markets. Nonetheless, UFIDA's overseas business footprint was still... View Details

Keywords: Computer Software; Corporate Strategy; Emerging Markets; Globalization; China; Applications and Software; China

July 2019 (Revised March 2020)
Case

At-Bay Cyber Insurance

By: Marco Di Maggio and David Lane

At-Bay was a cyber insurance startup that offered companies coverage against a wide array of cyber risks—exposure to which the firm was able to quickly assess and price on the basis of technical expertise that traditional insurance carriers lacked. In mid-2019, At-Bay... View Details

Keywords: Business Startups; Insurance; Disruptive Innovation; Risk Management; Product Marketing; Distribution Channels; Information Technology; Salesforce Management; Insurance Industry

05 Nov 2015
News

Why a single win in college football is worth millions of dollars

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