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All HBS Web
(4,297)
- Faculty Publications (982)
- July 2023
- Teaching Note
Belden and Digital Transformation: From Product Sales to Solutions Sales
Teaching Note for HBS Case No. 823-002. Belden manufactures devices such as switches, cables, adapters, and connectors. Faced with market changes, the firm initiated a new Enhanced Solutions Delivery (ESD) initiative. In November 2022 executives are evaluating the...
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- June 2023
- Case
Grittiness at Convene
By: Boris Groysberg and Sarah L. Abbott
Based in New York, Convene was founded in 2009 by Ryan Simonetti and Chris Kelly. Convene was founded on the question: “What if you ran an office building like a hotel?” The company offered a premium corporate events and workspace product. Convene initially took a...
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Keywords:
Entrepreneur;
Hospitality Industry;
Growth;
Culture;
Entrepreneurship;
Change Management;
Growth Management;
Strategy;
Leadership;
Service Industry;
United States
Groysberg, Boris, and Sarah L. Abbott. "Grittiness at Convene." Harvard Business School Case 423-090, June 2023.
- June 2023 (Revised January 2024)
- Case
Siemens AG: A Private Equity Approach within an Industrial Corporation?
By: David J. Collis and Haisley Wert
In July 2022, Horst Kayser, Chairman of Siemens AG Portfolio Companies (POC), was reflecting on the advice he could offer Roland Busch, Chief Executive Officer of the parent company Siemens AG, about whether and how to operate a private equity-like approach inside the...
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Collis, David J., and Haisley Wert. "Siemens AG: A Private Equity Approach within an Industrial Corporation?" Harvard Business School Case 723-420, June 2023. (Revised January 2024.)
- May 2023
- Case
CMA CGM: Reducing the Carbon Footprint of Container Shipping
By: Willy C. Shih and Emilie Billaud
Marine transport is the most cost-effective way to move large volumes over long distances, and container shipping is the backbone of international trade in goods. Yet shipping contributed 3% of worldwide greenhouse gas emissions, and the deep-sea segment, which...
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Keywords:
Container Shipping;
Logistic Regression;
Trade Links;
Decarbonization;
Environmental Strategies;
Environmental Impact;
Globalization;
Trade;
Environmental Regulation;
Logistics;
Supply Chain;
Governance Compliance;
Shipping Industry;
European Union;
Asia;
North America
Shih, Willy C., and Emilie Billaud. "CMA CGM: Reducing the Carbon Footprint of Container Shipping." Harvard Business School Case 623-006, May 2023.
- May 2023 (Revised November 2023)
- Case
Arcos Dorados: Decarbonizing McDonald’s in Latin America
By: George Serafeim, Michael W. Toffel, Jenyfeer Martinez Buitrago and Mariana Cal
This case describes the decarbonization strategy of Arcos Dorados—McDonald’s largest independent franchisee, operating in 20 countries and territories in Latin America and the Caribbean—and how the company measured its greenhouse gas (GHG) emissions, including those...
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Keywords:
Environmental Accounting;
Animal-Based Agribusiness;
Plant-Based Agribusiness;
Change Management;
Forecasting and Prediction;
Environmental Sustainability;
Food;
Growth Management;
Supply Chain;
Corporate Social Responsibility and Impact;
Strategy;
Agriculture and Agribusiness Industry;
Food and Beverage Industry;
Green Technology Industry;
Consumer Products Industry;
Latin America;
North and Central America;
South America
Serafeim, George, Michael W. Toffel, Jenyfeer Martinez Buitrago, and Mariana Cal. "Arcos Dorados: Decarbonizing McDonald’s in Latin America." Harvard Business School Case 623-017, May 2023. (Revised November 2023.)
- May 3, 2023
- Article
What Top-Performing Sales Managers Do Differently
By: Mike Schultz and Frank V. Cespedes
Sales managers hire reps, influence their training, provide (we hope) feedback and so reinforce good selling behaviors, and are key in the execution of growth and change initiatives. In a study of more than 1,000 sales managers and sellers across industries, we found...
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Schultz, Mike, and Frank V. Cespedes. "What Top-Performing Sales Managers Do Differently." TrainingIndustry.com (May 3, 2023).
- May 2023
- Article
Where Sales Technology (Really) Helps
Interest in Sales Enablement (SE), the catch-all term for attempts to increase sales productivity with AI and other technologies, is driven by multiple factors. One is the declining costs of the tools. Also, selling is now data-hungry work and not just in tech sectors....
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- April 27, 2020
- Article
A Crisis Playbook for Family Businesses
By: Josh Baron and Ben Francois
In a business crisis, the power of family business owners is magnified. Unlike public companies, which typically focus on maximizing shareholder value, family owners value objectives that usually go well beyond financial returns (e.g., family legacy, reputation). This...
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Baron, Josh, and Ben Francois. "A Crisis Playbook for Family Businesses." Harvard Business Review (website) (April 27, 2020).
- April 6, 2023
- Article
A New NFT Launch Strategy: The Wave Mint
By: Scott Duke Kominers and 1337 Skulls Sers
In an NFT project, the mint—the process by which tokens are initially allocated—largely determines who your community is and how they and the broader market view the project going forward. In this piece, we review a new minting strategy recently introduced by 1337...
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Keywords:
NFTs;
Mechanism Design;
Sales Management;
Sales Model;
Crypto Economy;
Non-fungible Tokens;
Networks;
Product Launch;
Auctions;
Market Design
Kominers, Scott Duke, and 1337 Skulls Sers. "A New NFT Launch Strategy: The Wave Mint." a16zcrypto.com (April 6, 2023).
- March 2023
- Case
MrBeast: Building a YouTube Empire
By: Anita Elberse and Oliver Band
Wednesday November 16, 2022 was a historic day in the ascent of Jimmy Donaldson, better known as MrBeast, to the top echelon of YouTube creators. That day he became the YouTuber with the most subscribers ever—a total of 112 million. The meteoric rise of the 24-year-old...
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Keywords:
Philanthropy and Charitable Giving;
Power and Influence;
Internet and the Web;
Entrepreneurship;
Growth and Development Strategy;
Motion Pictures and Video Industry;
Entertainment and Recreation Industry
Elberse, Anita, and Oliver Band. "MrBeast: Building a YouTube Empire." Harvard Business School Case 523-103, March 2023.
- March 2023 (Revised August 2023)
- Case
Majid Al Futaim: Adapting the Shopping Mall to the Digital Era
By: Antonio Moreno and Gamze Yucaoglu
The case opens in August 2022, as Ahmed Galal Ismail, CEO of Majid Al Futtaim Properties and Fatima Zada, digital and omnichannel director at Majid Al Futtaim Shopping Malls, go over the plans to roll out the omnichannel mall offering for the Mall of the Emirates they...
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- March 2023
- Case
Innovation at Google Ads: The Sales Acceleration and Innovation Labs (SAIL) (A)
By: Linda A. Hill and Emily Tedards
In 2018, Ana Owczarzak was appointed to lead Google Ads' new innovation and accelerator team - the Sales Acceleration and Innovation Labs (SAIL). The purpose of SAIL was to offer testing and incubation services for individuals within Google Ads who were developing new...
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Keywords:
Innovation Leadership;
Innovation Strategy;
Organizational Design;
Technology Industry;
Advertising Industry;
Information Technology Industry;
United States
Hill, Linda A., and Emily Tedards. "Innovation at Google Ads: The Sales Acceleration and Innovation Labs (SAIL) (A)." Harvard Business School Case 423-076, March 2023.
- March 2023
- Supplement
Innovation at Google Ads: The Sales Acceleration and Innovation Labs (SAIL) (B)
By: Linda A. Hill and Emily Tedards
In 2018, Ana Owczarzak was appointed to lead Google Ads' new innovation and accelerator team - the Sales Acceleration and Innovation Labs (SAIL). The purpose of SAIL was to offer testing and incubation services for individuals within Google Ads who were developing new...
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Keywords:
Innovation Leadership;
Organizational Culture;
Technology Industry;
Information Technology Industry;
Advertising Industry;
United States
Hill, Linda A., and Emily Tedards. "Innovation at Google Ads: The Sales Acceleration and Innovation Labs (SAIL) (B)." Harvard Business School Supplement 423-077, March 2023.
- March 2023 (Revised September 2023)
- Case
Patagonia: 'Earth Is Now Our Only Shareholder'
By: Brian Trelstad, Nien-hê Hsieh, Michael Norris and Susan Pinckney
In September 2022, Yvon Chouinard, the iconoclastic founder of outdoor apparel company Patagonia, announced a new ownership model for his company. Chouinard and his family had held complete control of the company's voting and non-voting stock since its founding 50...
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Keywords:
Trusts;
Business Ventures;
Business Organization;
Family Business;
Restructuring;
Change;
Disruption;
Transition;
Decision Making;
Ethics;
Values and Beliefs;
Finance;
Financial Management;
Governance;
Corporate Governance;
Investment Activism;
Leadership;
Labor;
Law;
Common Law;
Management;
Goals and Objectives;
Organizations;
Corporate Social Responsibility and Impact;
Mission and Purpose;
Organizational Change and Adaptation;
Organizational Culture;
Ownership;
Ownership Type;
Family Ownership;
Private Ownership;
Social Enterprise;
Nonprofit Organizations;
Society;
Social Issues;
Wealth and Poverty;
Value;
Value Creation;
Apparel and Accessories Industry;
United States
Trelstad, Brian, Nien-hê Hsieh, Michael Norris, and Susan Pinckney. "Patagonia: 'Earth Is Now Our Only Shareholder'." Harvard Business School Case 323-057, March 2023. (Revised September 2023.)
- March 2023
- Case
Mirakl: Growing The Marketplace Economy
By: Antonio Moreno, Santiago Gallino and Emilie Billaud
Mirakl provided the technology and seller network required for companies like Macy's, Best Buy, Walmart, Siemens, or Carrefour to simply design, launch, and administer a marketplace that included products from third-party sellers. What began as a basic business idea in...
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Keywords:
Business Growth and Maturation;
Business Startups;
Transformation;
Technological Innovation;
Growth and Development Strategy;
Internet and the Web;
Technology Adoption;
Sales;
Information Technology Industry;
Retail Industry;
Web Services Industry;
Europe;
France;
Paris;
United States
Moreno, Antonio, Santiago Gallino, and Emilie Billaud. "Mirakl: Growing The Marketplace Economy." Harvard Business School Case 623-054, March 2023.
- March 2023
- Case
On
By: Ramon Casadesus-Masanell, Karolin Frankenberger and Sascha Mader
Founded in 2010, in just one decade, the Swiss company On had established itself as a main player in global sports footwear and apparel. Based on an unconventional strategy which one of the founders labeled as “obsessively distinct,” On grew its sales with a compound...
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- March, 2023
- Article
Linking Value and Price
Cespedes, Frank V. "Linking Value and Price." Top Sales Magazine (March, 2023), 26–27.
- March 13, 2023
- Article
Sales Teams Need to Stop Focusing on the Customer Funnel
Understanding where customers are, how they navigate streams in your market, and how to interact with them in a given stream is now central to crafting a good customer experience, and that has implications. Among other things, companies need to shift from thinking...
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Keywords:
Customer Experience;
Customer Value and Value Chain;
Customer Relationship Management;
Consumer Behavior
Cespedes, Frank V. "Sales Teams Need to Stop Focusing on the Customer Funnel." Harvard Business Review (website) (March 13, 2023).
- 2023
- Working Paper
Accounting for Carbon Offsets – Establishing the Foundation for Carbon-Trading Markets
By: Robert S. Kaplan, Karthik Ramanna and Marc Roston
Tackling climate change requires reductions in current and future greenhouse gas (GHG) emissions as well as the removal of existing GHG from the atmosphere. Carbon-offset producers purport to provide such removals. But poor measurement practices and inadequate controls...
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Kaplan, Robert S., Karthik Ramanna, and Marc Roston. "Accounting for Carbon Offsets – Establishing the Foundation for Carbon-Trading Markets." Harvard Business School Working Paper, No. 23-050, February 2023.
- February 22, 2023
- Article
How to Seed Organic Marketing in a Video-First World
By: Ayelet Israeli, Leonard A. Schlesinger and Matt Higgins
Early direct-to-consumer (DTC) companies relied on plentiful capital and low-cost digital marketing to power growth. But as this sector has matured, capital is more constrained, social media is more cluttered, and customer acquisition costs are rising. DTC companies...
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Keywords:
Online Business;
Ecommerce;
E-commerce;
E-Commerce Strategy;
Omnichannel Retail;
Omnichannel Retailing;
Influencer Marketing;
Consumer;
Organic Growth;
Video Advertising;
Promotion;
Celebrities;
Online Advertising;
Online Channel;
Online Communities;
Online Community;
Go To Market Strategy;
Platform;
Media;
Media Content;
Digital;
Digital Culture;
Digital Influencers;
Direct To Consumer Marketing;
Direct-to-consumer;
Innovation & Entrepreneurship;
Innovation;
Sales;
Digital Platforms;
Digital Marketing;
Digital Strategy;
Consumer Behavior;
Internet and the Web;
Advertising;
Business Model;
Growth Management;
Marketing;
Marketing Strategy;
Marketing Channels;
Marketing Communications;
Communication Strategy;
Innovation Strategy;
Retail Industry;
Consumer Products Industry;
Fashion Industry;
Advertising Industry;
Apparel and Accessories Industry;
Beauty and Cosmetics Industry;
Food and Beverage Industry;
Media and Broadcasting Industry;
United States;
North America
Israeli, Ayelet, Leonard A. Schlesinger, and Matt Higgins. "How to Seed Organic Marketing in a Video-First World." Harvard Business Review (website) (February 22, 2023).