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Show Results For
-
All HBS Web
(177)
- People (1)
- News (24)
- Research (102)
- Multimedia (3)
- Faculty Publications (86)
- 12 Jun 2006
- Research & Ideas
The Promise of Channel Stewardship
"Kash" Rangan, distribution channels are the hardest to change of all the elements of marketing strategy. Clearly, companies need a new strategy for going to market, he says. In his new book Transforming Your Go-to-Market...
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- 08 Sep 2014
- Research & Ideas
The Strategic Way To Hire a Sales Team
Too often, there's a huge gap between a company's overall business strategy and the way its salesforce operates in the field. In fact, says Frank V. Cespedes, articles and books about strategy rarely take sales into consideration at all. "Everybody talks about the...
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Keywords:
by Carmen Nobel
- February 2017 (Revised May 2022)
- Case
The De Beers Group: Exploring the Diamond Reselling Opportunity
By: Benjamin C. Esty, Daniel P. Gross and Lauren G. Pickle
In September 2014, Tom Montgomery (SVP of strategic initiatives at the De Beers Group) and his team launched a pilot program in the United States to explore the $1 billion diamond market for pre-owned (recycled) diamonds. According to Montgomery, the motivation for the...
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Keywords:
Diamonds;
Go-to-market Strategy;
Secondary Market;
Willingness To Pay;
Pilot Program;
Strategy Development;
Strategy Execution;
Scope;
Marketing;
Advertising;
Branding;
Customer Value;
Pawn Shops;
Jewelry;
Supply And Demand;
Corporate Strategy;
Business Strategy;
Vertical Integration;
Advertising Campaigns;
Value Creation;
Retail Industry;
Consumer Products Industry;
Advertising Industry;
Mining Industry;
United States;
United Kingdom;
Africa;
Botswana;
South Africa;
Namibia
Esty, Benjamin C., Daniel P. Gross, and Lauren G. Pickle. "The De Beers Group: Exploring the Diamond Reselling Opportunity." Harvard Business School Case 717-430, February 2017. (Revised May 2022.)
- June 2017
- Teaching Note
The De Beers Group: Exploring the Diamond Reselling Opportunity
By: Benjamin C. Esty, Daniel P. Gross and Lauren G. Pickle
In September 2014, Tom Montgomery (SVP of strategic initiatives at the De Beers Group) and his team launched a pilot program in the United States to explore $1 billion diamond market for pre-owned (recycled) diamonds. According to Montgomery, the motivation for the...
View Details
Keywords:
Diamonds;
Go-to-market Strategy;
Secondary Market;
Willingness To Pay;
Pilot Program;
Strategy Development;
Strategy Execution;
Scope;
Marketing;
Advertising;
Branding;
Customer Value;
Pawn Shops;
Jewelry;
Supply And Demand;
Corporate Strategy;
Business Strategy;
Vertical Integration;
Advertising Campaigns;
Value Creation;
Retail Industry;
Consumer Products Industry;
Advertising Industry;
Mining Industry;
United States;
United Kingdom;
Africa;
Botswana;
South Africa;
Namibia
- February 2015 (Revised April 2016)
- Supplement
Quincy Apparel (B)
By: Thomas R. Eisenmann and Lisa C. Mazzanti
The (B) case provides post-mortem analysis from Quincy's cofounders on why their startup failed and what they could have done differently. Explanations for failure focus on Quincy's ambitious value proposition and resulting operational challenges; cofounder conflict;...
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Keywords:
Retail;
Online Retail;
Women's Apparel;
Internet and the Web;
Entrepreneurship;
Failure;
Business Startups;
E-commerce;
Apparel and Accessories Industry;
Retail Industry
Eisenmann, Thomas R., and Lisa C. Mazzanti. "Quincy Apparel (B)." Harvard Business School Supplement 815-095, February 2015. (Revised April 2016.)
- 04 Dec 2018
- Video
Interning in the Technology Sector
- 08 Sep 2014
- News
The Strategic Way To Hire a Sales Team
N. Louis Shipley
Lou Shipley is a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School. Lou is a three-time technology CEO, most recently at Black Duck Software.
Lou specializes in tech entrepreneurship, sales/sales management, go-to-market... View Details
- 30 Sep 2022
- Blog Post
Latina Women in Leadership: Jacqueline Burgos (MBA 2014)
works at Google in their Go-to-Market organization supporting the largest media advertising agencies in the world. Tell us about your life before HBS. Before HBS, I worked at HBO as a New Media Analyst in their Financial Planning and...
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- 23 Feb 2022
- News
More-Experienced Entrepreneurs Have Bigger Deadline Problems
- October 2003
- Case
ABS Global
By: David E. Bell, Hal Hogan and Jose M. M. Porraz
ABS Global is considering an acquisition in Australia. Efficient production and distribution is becoming more difficult as it becomes global. Yet trade restrictions and local preferences for its product, bull semen, dictate that ABS come up with a new way to...
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Keywords:
Acquisition;
Production;
Global Strategy;
Distribution;
Adaptation;
Agriculture and Agribusiness Industry;
Australia
Bell, David E., Hal Hogan, and Jose M. M. Porraz. "ABS Global." Harvard Business School Case 504-053, October 2003.
- 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
- Career Coach
Okan Okutgen
Okan (Princeton BSE ‘11, HBS MBA ’15) has years of experience in the tech startup world as a go-to-market leader, general manager and strategic finance leader. He has served as Head of Global Sales Operations & Strategy, Head of APAC...
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- 06 Jul 2017
- Working Paper Summaries
Do All Your Detailing Efforts Pay Off? Dynamic Panel Data Methods Revisited
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
Business School marketing professor V. Kasturi "Kash" Rangan in his new book, Transforming Your Go-to-Market Strategy. The auto industry, he says, is a stark example of why go-to-market strategies...
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Keywords:
by Sean Silverthorne
- Article
More-Experienced Entrepreneurs Have Bigger Deadline Problems
By: Andy Wu, Aticus Peterson and Amy Meeker
Professor Andy Wu and doctoral candidate Aticus Peterson of Harvard Business School tracked 314 entrepreneurs who launched multiple technology hardware products on the crowdfunding platform Kickstarter from September 2010 to June 2019. The more projects the founders...
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Wu, Andy, Aticus Peterson, and Amy Meeker. "More-Experienced Entrepreneurs Have Bigger Deadline Problems." Harvard Business Review 100, no. 2 (March–April 2022): 28–29. (IdeaWatch.)
- March 2019
- Case
DayTwo: Going to Market with Gut Microbiome
By: Ayelet Israeli and David Lane
DayTwo is a young Israeli startup that applies research on the gut microbiome and machine learning algorithms to deliver personalized nutritional recommendations to its users in order to minimize blood sugar spikes after meals. After a first year of trial rollout in...
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Keywords:
Start-up Growth;
Startup;
Positioning;
Targeting;
Go To Market Strategy;
B2B2C;
B2B Vs. B2C;
Health & Wellness;
AI;
Machine Learning;
Female Ceo;
Female Protagonist;
Science-based;
Science And Technology Studies;
Ecommerce;
Applications;
DTC;
Direct To Consumer Marketing;
US Health Care;
"USA,";
Innovation;
Pricing;
Business Growth;
Segmentation;
Distribution Channels;
Growth and Development Strategy;
Business Startups;
Science-Based Business;
Health;
Innovation and Invention;
Marketing;
Information Technology;
Business Growth and Maturation;
E-commerce;
Applications and Software;
Health Industry;
Technology Industry;
Insurance Industry;
Information Technology Industry;
Food and Beverage Industry;
Israel;
United States
Israeli, Ayelet, and David Lane. "DayTwo: Going to Market with Gut Microbiome." Harvard Business School Case 519-010, March 2019.
- December 2011 (Revised October 2014)
- Background Note
Business Model Analysis for Entrepreneurs
By: Thomas Eisenmann
This note defines a business model and its major elements: a customer value proposition, a technology and operations management plan, a go-to-market plan, and a profit formula. For each element, the note lists questions that an entrepreneur must address when evaluating...
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Keywords:
Business Model
Eisenmann, Thomas. "Business Model Analysis for Entrepreneurs." Harvard Business School Background Note 812-096, December 2011. (Revised October 2014.)
- February 2010 (Revised March 2012)
- Case
Harvard Business School Executive Education: Balancing Online and Offline Marketing
By: John A. Deighton and Leora Kornfeld
How does a small business set its online media budget? The HBS Executive Education Division can be viewed as a small-to-medium sized business unit with annual revenues of $107 million. As we watch it change its culture, practices, and organization from offline to...
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Keywords:
Transition;
Marketing Strategy;
Budgets and Budgeting;
Technology Adoption;
Digital Marketing;
Resource Allocation;
Information Technology Industry
Deighton, John A., and Leora Kornfeld. "Harvard Business School Executive Education: Balancing Online and Offline Marketing." Harvard Business School Case 510-091, February 2010. (Revised March 2012.) (request a courtesy copy.)
- Research Summary
Channel Stewardship
Drawing on a dozen in-depth primary case studies, field research, and consulting applications, Rangan has developed a paradigm for continuously evolving a firm's Go-to-Market strategy in keeping up with the changes in its business environment. This evolutionary...
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