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- Faculty Publications (76)
Show Results For
- All HBS Web (422)
- Faculty Publications (76)
- November 2016 (Revised October 2018)
- Case
Augmedix
By: Frank V. Cespedes and Alexandra N. Rachlin
In April 2015, Ian Shakil and Pelu Tran, cofounders of Augmedix, are discussing how to grow their emerging health care startup. The company’s sole product, also called Augmedix, streams video of doctor-patient interactions to remote medical scribes, thus freeing...
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Keywords:
Entrepreneurial Management;
Sales Management;
Scaling;
Hiring;
Pricing;
Entrepreneurship;
Marketing;
Marketing Strategy;
Product Marketing;
Sales;
Technology;
Health Industry;
United States
Cespedes, Frank V., and Alexandra N. Rachlin. "Augmedix." Harvard Business School Case 817-048, November 2016. (Revised October 2018.)
- 21 Nov 2016
- Research & Ideas
It Matters That Your CEO Doesn't Know Much About Sales
CEOs need to roll up their sleeves and learn more about the customer-facing sides of their businesses, like sales. Source: AlexBrylov Let’s face it: To most C-suite executives, sales processes are often an afterthought or a somewhat...
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Keywords:
by Michael Blanding
- November 2016 (Revised October 2018)
- Case
Formlabs: Selling a New 3D Printer
By: Frank V. Cespedes, Olivia Hull and Amram Migdal
Headquartered in Somerville, Massachusetts, Formlabs manufactures 3D printers used to print everything from prototypes and models to jewelry, dental, and sculpture molds. As Formlabs prepares to ship its latest model, the Form 2, Head of Customer Development and...
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Keywords:
3D Printing And Manufacturing;
Sales Channel Development;
Sales Strategy;
Entrepreneurial Management;
Product Engineering;
Prototype;
Prototyping;
Entrepreneurship;
Product Launch;
Information Infrastructure;
Business Startups;
Customers;
Technological Innovation;
Growth and Development Strategy;
Technology Adoption;
Marketing Channels;
Marketing Strategy;
Product Positioning;
Demand and Consumers;
Sales;
Salesforce Management;
Technology Industry;
Computer Industry;
Manufacturing Industry;
United States;
Massachusetts;
Europe;
Asia
Cespedes, Frank V., Olivia Hull, and Amram Migdal. "Formlabs: Selling a New 3D Printer." Harvard Business School Case 817-001, November 2016. (Revised October 2018.)
- April 2018
- Teaching Note
Formlabs: Selling a New 3D Printer
By: Frank Cespedes
Teaching Note for HBS No. 817-001. Formlabs is a venture that manufactures and sells 3D printers used in a variety of industries and applications. As the young company prepares to ship its latest model, the head of Customer Development is tasked with developing a...
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Keywords:
3D Printing And Manufacturing;
Sales Channel Development;
Sales Strategy;
Entrepreneurial Management;
Product Engineering;
Prototype;
Prototyping;
Entrepreneurship;
Product Launch;
Information Infrastructure;
Business Startups;
Customers;
Technological Innovation;
Growth and Development Strategy;
Technology Adoption;
Marketing Channels;
Marketing Strategy;
Product Positioning;
Demand and Consumers;
Sales;
Salesforce Management;
Technology Industry;
Computer Industry;
Manufacturing Industry;
United States;
Massachusetts;
Europe;
Asia
- 31 Mar 2011
- Research & Ideas
From SpinPop to SpinBrush: Entrepreneurial Lessons from John Osher
the more eclectic business careers of the last few decades. His entrepreneurial journey culminated (at least temporarily) in the sale of his electric toothbrush company to Procter & Gamble for almost a...
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- 01 Feb 1997
- News
Shaping the Future of Business: Entrepreneurial Evolution at HBS
the School, even as HBS alumni continued to distinguish themselves in the realm of entrepreneurial practice. In 1982, acting on a marketing survey they had conducted as second-year students, David W. Thompson (MBA '81), Bruce W. Ferguson...
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- 01 Feb 1997
- News
Made, Not Born: HBS Courses and Entrepreneurial Management
customers; selecting the right entrepreneurial marketing path; getting from the early stage to the mainstream in the market life cycle; and executing effective sales and marketing strategy in a dynamic...
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- March 2016 (Revised June 2017)
- Case
Transition at DataCo?
By: Frank V. Cespedes and Carin-Isabel Knoop
The founder of a data analytics company, Stefan Brecht, has several issues with his key business developer and head of marketing and sales, Tamara Smithson. Smithson, an early hire who had been instrumental in building the firm; operates as an individual contributor;...
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Keywords:
Sales Management;
Selling;
Entrepreneurial Ventures;
Performance Management;
Professional Services;
Salesforce Management;
Sales;
Marketing;
Performance;
Consulting Industry;
United States;
France
Cespedes, Frank V., and Carin-Isabel Knoop. "Transition at DataCo?" Harvard Business School Case 816-058, March 2016. (Revised June 2017.)
- May 2013
- Supplement
Paul Thomson: Walker Insurance
This is the Spreadsheet Supplement for Walker Insurance: Paul Thomson (HBS Case 813057). Includes Exhibit 1a, Exhibit 1b, Exhibit 2, Exhibit 4, Exhibit 5, Exhibit 6, and Exhibit 7.
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Keywords:
Entrepreneurial Organizations;
Entrepreneurs;
Entrepreneurship;
Search;
Search Funds;
Sales Force Management;
Sales;
Sales Channels;
Insurance And Reinsurance;
Insurance Companies;
Acquisitions;
Hiring;
Service Management;
Service;
Insurance;
Salesforce Management;
Selection and Staffing;
Insurance Industry;
United States
- Web
Field Course: Go to Market Sales Playbook Field Study - Course Catalog
Entrepreneurial Sales (ES), although taking ES is not a requirement for the field course. Groups of three or four will work closely with a selected company, or on your own venture. Course will have five...
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- June 2013
- Supplement
Walker Insurance: Paul Thomson (Video Supplement)
By: Jim Sharpe
This is the Video Supplement for Walker Insurance: Paul Thomson (HBS Case 813057).
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Keywords:
Entrepreneurial Organizations;
Entrepreneurs;
Entrepreneurship;
Search;
Search Funds;
Sales Force Management;
Sales;
Sales Channels;
Insurance And Reinsurance;
Insurance Companies;
Acquisitions;
Hiring;
Service Management;
Service;
Insurance;
Salesforce Management;
Selection and Staffing;
Insurance Industry;
United States
Sharpe, Jim. "Walker Insurance: Paul Thomson (Video Supplement)." Harvard Business School Video Supplement 813-717, June 2013.
- June 2013
- Teaching Note
Wayne Ferrari: iAutomation at a Crossroads
By: Jim Sharpe and Michael Norris
This is the teaching note associated with HBS Case #813120.
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- June 2013
- Teaching Note
Elasto Therm: The Next Step
By: Jim Sharpe
Keywords:
Entrepreneurial Organizations;
Entrepreneurs;
Careers;
Empowerment;
Job Design;
Sales Channels;
Sales Force Management;
Pricing Strategy;
Pricing;
Pricing Policies;
Employee Empowerment;
Customer Focus;
Entrepreneurship;
Salesforce Management;
Customer Focus and Relationships;
Rubber Industry;
United States
- November 2012 (Revised August 2013)
- Teaching Note
Paul Thomson: Walker Insurance
By: Jim Sharpe
- October 2018
- Case
Shield AI
By: Mitchell Weiss and A.J. Steinlage
Shield AI’s quadcopter – with no pilot and no flight plan – could clear a building and outpace human warfighters by almost five minutes. This was not to say that it was better than the warfighters or would replace their jobs, but it was evidence that autonomous robots...
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Keywords:
Public Entrepreneurship;
Artificial Intelligence;
AI;
Entrepreneurial Sales;
Government;
Defense;
Shield AI;
Brandon Tseng;
Ryan Tseng;
Andrew Reiter;
Robots;
Robotics;
UAV;
UAVs;
Government Sales;
Entrepreneurship;
Public Sector;
Sales;
Government Administration;
National Security;
Business and Government Relations;
AI and Machine Learning;
Technology Industry;
United States
Weiss, Mitchell, and A.J. Steinlage. "Shield AI." Harvard Business School Case 819-062, October 2018.
- February 2013 (Revised September 2013)
- Case
Elasto Therm: The Next Step
By: Jim Sharpe and James Weber
Julia and Nate Burstein were living their dream running their own business and balancing the demands between their work and family obligations while creating a company that was responsive to their employees' and their customers' needs. The Bursteins had joined a large...
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Keywords:
Entrepreneurial Management;
Entrepreneurs;
Pricing;
Pricing Policies;
Pricing Strategy;
Pricing Structure;
Sales Force Management;
Acquisitions;
Work/family Balance;
Family-owned Business;
Entrepreneurship;
Growth and Development Strategy;
Expansion;
Work-Life Balance;
Manufacturing Industry;
Rubber Industry;
United States
Sharpe, Jim, and James Weber. "Elasto Therm: The Next Step." Harvard Business School Case 813-030, February 2013. (Revised September 2013.)
- August 2012 (Revised June 2013)
- Case
Paul Thomson: Walker Insurance
By: Michael Roberts, Jim Sharpe and Sonia Nagala Change
Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash from his investor group, hunker down and grow at a slower rate or consider a proposal to buy his business. He has...
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Keywords:
Crisis Management;
Acquisitions;
Search Funds;
Entrepreneurial Management;
Entrepreneurs;
Insurance;
Turnarounds;
Boards Of Directors;
Sales Force Management;
Entrepreneurship;
Insurance Industry;
Florida
Roberts, Michael, Jim Sharpe, and Sonia Nagala Change. "Paul Thomson: Walker Insurance." Harvard Business School Case 813-057, August 2012. (Revised June 2013.)
- May 2013
- Supplement
Elasto Therm: The Next Step
This is the spreadsheet supplement for case ElastoTherm: The Next Step(813030). This contains the electronic copy of exhibits 1 and 2.
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Keywords:
Entrepreneurial Management;
Entrepreneurs;
Pricing;
Pricing Policies;
Pricing Strategy;
Pricing Structure;
Sales Force Management;
Acquisitions;
Work/family Balance;
Family-owned Business;
Entrepreneurship;
Growth and Development Strategy;
Expansion;
Work-Life Balance;
Manufacturing Industry;
Rubber Industry;
United States
- November 2016 (Revised October 2018)
- Case
IguanaFix
By: Frank V. Cespedes, Thomas R. Eisenmann, Maria Fernanda Miguel and Laura Urdapilleta
IguanaFix is a rapidly scaling Latin American startup that provides an online platform connecting consumers with home improvement contractors. The founders have acquired customers through both B2C and B2B methods. But in seeking to grow and scale the business, they now...
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Keywords:
Entrepreneurial Marketing;
Home Improvement Services;
Marketing Management;
Scaling;
Entrepreneurship;
Marketing;
Sales;
Online Advertising;
Latin America
Cespedes, Frank V., Thomas R. Eisenmann, Maria Fernanda Miguel, and Laura Urdapilleta. "IguanaFix." Harvard Business School Case 817-056, November 2016. (Revised October 2018.)
- June 2013
- Supplement
Union Corrugating Co. (A) (Spreadsheet Supplement)
This is the spreadsheet supplement for HBS Case 803065, containing Exhibit 3 as an Excel document.
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Keywords:
Family-owned Business;
Entrepreneurial Organizations;
Entrepreneurs;
Sales Force Management;
Salesforce Management;
Operations Management;
COST Control;
Gender;
Careers;
Turnaround;
Turnarounds;
Supply Chain Management;
Restructuring;
Entrepreneurship;
Customer Focus and Relationships;
Supply Chain;
Steel Industry;
Construction Industry;
North Carolina;
United States