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      Growth Management Remove Growth Management →

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      • 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...  View Details
      Keywords: Management Practices and Processes; Sales; Performance Effectiveness
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      Schultz, Mike, and Frank V. Cespedes. "What Top-Performing Sales Managers Do Differently." TrainingIndustry.com (May 3, 2023).
      • April 2023
      • Supplement

      Fresh Food Generation

      By: Brian Trelstad
      Instructors should consider the timing of making videos available to students, as they may reveal key case details.

      This case highlights one of five BIPOC entrepreneuers in the Boston area as part of the HBS Impact Investment Fund. In fall 2021, a team of...  View Details
      Keywords: Growth and Development Strategy; Entrepreneurship; Race; Food and Beverage Industry
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      Trelstad, Brian. "Fresh Food Generation." Harvard Business School Multimedia/Video Supplement 323-704, April 2023.
      • March 2023
      • Background Note

      A Primer on OKRs

      By: Suraj Srinivasan and Li-Kuan (Jason) Ni
      The OKR framework is a popular goal-setting and strategy execution tool that uses goal setting through “Objectives” and measuring performance using “Key Results” on a periodic basis to measure and drive performance. The OKR framework has been adopted and practiced at...  View Details
      Keywords: Business Organization; Talent and Talent Management; Framework; Corporate Governance; Goals and Objectives; Growth and Development; Growth and Development Strategy; Growth Management; Management Analysis, Tools, and Techniques; Management Practices and Processes; Management Skills; Management Systems; Measurement and Metrics; Outcome or Result; Performance Effectiveness; Performance Evaluation; Performance Expectations; Performance Productivity; Performance Efficiency
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      Srinivasan, Suraj, and Li-Kuan (Jason) Ni. "A Primer on OKRs." Harvard Business School Background Note 123-081, March 2023.
      • March 2023 (Revised May 2023)
      • Supplement

      OneTen At Delta Air Lines: Catalyzing Family-Sustaining Careers for Black Talent (B)

      By: Linda A. Hill and Lydia Begag
      In January 2023, Delta Air Lines (Delta) Chief Executive Officer (CEO) Ed Bastian and his team had just launched the third iteration of an internal skills-first apprenticeship program, designed to move frontline employees into "merit" positions in four job categories....  View Details
      Keywords: Change Management; Growth and Development Strategy; Diversity; Race; Talent and Talent Management; Training; Human Resources; Air Transportation Industry; United States
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      Hill, Linda A., and Lydia Begag. "OneTen At Delta Air Lines: Catalyzing Family-Sustaining Careers for Black Talent (B)." Harvard Business School Supplement 423-073, March 2023. (Revised May 2023.)
      • March 2023 (Revised May 2023)
      • Case

      Akamai Technologies: Expanding the Talent Pipeline

      By: Christopher Stanton, Lynda M. Applegate, Allison Ciechanover, Emily Grandjean and Sophie Beck
      In 2022, senior executives of Cambridge, MA-based Akamai Technologies met to consider whether and how to scale a successful technical training program. The program, Akamai Technical Academy (ATA), was launched in 2016 to address a key challenge at Akamai and in the...  View Details
      Keywords: Leading Change; Growth and Development Strategy; Diversity; Talent and Talent Management; Technology Industry; United States; Boston
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      Stanton, Christopher, Lynda M. Applegate, Allison Ciechanover, Emily Grandjean, and Sophie Beck. "Akamai Technologies: Expanding the Talent Pipeline." Harvard Business School Case 823-101, March 2023. (Revised May 2023.)
      • March 2023
      • Case

      Interior Collab

      By: Lindsay N. Hyde, Thomas R. Eisenmann and Tom Quinn
      After venture capital-funded online interior design agency Homepolish collapsed, its former freelance designers met to discuss next steps. The bitter experience led some of them to create a workers’ collaborative called Interior Collab. The founding members needed to...  View Details
      Keywords: Business Exit or Shutdown; Business Model; Entrepreneurship; Human Capital; Growth and Development Strategy; Cooperative Ownership; Employee Ownership; Trust; Service Industry; Technology Industry; United States; New York (city, NY)
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      Hyde, Lindsay N., Thomas R. Eisenmann, and Tom Quinn. "Interior Collab." Harvard Business School Case 823-006, March 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...  View Details
      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
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      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...  View Details
      Keywords: Growth and Development Strategy; Environmental Sustainability; Product Positioning; Business Model; Apparel and Accessories Industry; Consumer Products Industry; Europe
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      Casadesus-Masanell, Ramon, Karolin Frankenberger, and Sascha Mader. "On." Harvard Business School Case 723-430, March 2023.
      • March 9, 2023
      • Article

      Linking Growth and the Frontline

      By: Frank V. Cespedes, Jay Galeota and Michael Wong
      Most strategies are about growing the business. But about one quarter of companies do not grow at all and, even before the pandemic, only one in eight achieved more than 10% revenue growth annually, according to data from S&P Global regulatory filings. One reason is a...  View Details
      Keywords: Growth and Development Strategy; Customer Focus and Relationships; Competency and Skills
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      Cespedes, Frank V., Jay Galeota, and Michael Wong. "Linking Growth and the Frontline." Sales & Marketing Management (website) (March 9, 2023).
      • March 2023
      • Case

      Roche: ESG and Access to Healthcare

      By: George Serafeim, Susanna Gallani and Benjamin Maletta
      In May 2022, Roche Group, one of the largest healthcare companies in the world, hosted its first ESG investor event focused exclusively on its efforts to impact access to healthcare. While Roche had recently set an ambitious goal to double the number of patients that...  View Details
      Keywords: ESG (Environmental, Social, Governance) Performance; Sustainable Finance; Growth Strategy And Execution; Sustainability Targets; Impact Evaluation; Healthcare Access; Healthcare Innovation; Healthcare Systems; Healthcare Operations; Finance; Strategy; Health Testing and Trials; Health Care and Treatment; Growth Management; Measurement and Metrics; Innovation Strategy; Corporate Social Responsibility and Impact; Health Industry; Pharmaceutical Industry; Switzerland; North America; Europe; Asia; Latin America; Africa
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      Serafeim, George, Susanna Gallani, and Benjamin Maletta. "Roche: ESG and Access to Healthcare." Harvard Business School Case 123-075, March 2023.
      • February 2023
      • Case

      Doing Business in Ho Chi Minh City, Vietnam

      By: Allison H. Mnookin, Leonard A. Schlesinger and Shu Lin
      Le Thi Thu Thuy, Vice Chairwoman of Vingroup, the largest private conglomerate in Vietnam, and Global CEO of VinFast, Vingroup’s automotive subsidiary established in 2017, was contemplating VinFast’s future strategy. Domestically, the EV market in Vietnam was in its...  View Details
      Keywords: Growth and Development Strategy; Auto Industry; Viet Nam
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      Mnookin, Allison H., Leonard A. Schlesinger, and Shu Lin. "Doing Business in Ho Chi Minh City, Vietnam." Harvard Business School Case 323-093, February 2023.
      • February 2023
      • Case

      Enstitute

      By: Lindsay N. Hyde, Thomas R. Eisenmann, Kumba Sennaar and Sarah Mehta
      Shaila Ittycheria (MBA ’10) founded the nonprofit organization Enstitute, in 2012 in New York City. Determined to challenge the status quo within higher education, Shaila and her cofounder sought to expand opportunities for talented young people by placing them in...  View Details
      Keywords: Social Entrepreneurship; Operations; Business Startups; Business Growth and Maturation; Education Industry; Employment Industry; United States
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      Hyde, Lindsay N., Thomas R. Eisenmann, Kumba Sennaar, and Sarah Mehta. "Enstitute." Harvard Business School Case 823-008, February 2023.
      • 21 Feb 2023
      • Interview

      How Miami Can Become a Global Climate Solutions Hub

      By: Rosabeth M. Kanter
      Miami has been described as the epicenter of the climate change crisis in the country. But how can Miami transform its climate vulnerability into solutions? Harvard Business School professor Rosabeth Moss Kanter released a study in 2022 that focused on Miami’s climate...  View Details
      Keywords: Climate Change; "Solutions Approach; Network; Future; Change; Economic Growth; Environmental Management; City; Miami
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      "How Miami Can Become a Global Climate Solutions Hub." Miami-Dade Beacon Council, February 21, 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...  View Details
      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
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      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).
      • February 2023 (Revised March 2023)
      • Case

      The LPGA’s Long Drive Toward Gender Equity

      By: Boris Groysberg and Alexis Lefort
      This case provides a history of the Ladies Professional Golf Association (LPGA) and examines the reasons for the gender pay gap in professional sports. The case protagonist, the commissioner of the LPGA, wrestles with the opportunities and challenges the LPGA currently...  View Details
      Keywords: Decision Making; Gender; Growth and Development Strategy; Mission and Purpose; Sports Industry; United States
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      Groysberg, Boris, and Alexis Lefort. "The LPGA’s Long Drive Toward Gender Equity." Harvard Business School Case 423-037, February 2023. (Revised March 2023.)
      • February 2023
      • Case

      Roblox: Virtual Commerce in the Metaverse

      By: Ayelet Israeli and Nicole Tempest Keller
      In 2022, Roblox had 58.8 million daily active users, including over half of all children and teens under the age of 16 in the United States. Roblox, a free-to-use “co-experience platform”, allowed users to come together in immersive 3D experiences to socialize, work,...  View Details
      Keywords: Entertainment; Games, Gaming, and Gambling; Market Design; Marketing; Brands and Branding; Marketing Channels; Marketing Strategy; Business Strategy; Economics; Economy; Economic Systems; Advertising; Advertising Campaigns; Digital Platforms; Markets; Price; Innovation and Management; Entertainment and Recreation Industry; Video Game Industry; Technology Industry; United States; California; North America; South America; Asia; Europe
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      Israeli, Ayelet, and Nicole Tempest Keller. "Roblox: Virtual Commerce in the Metaverse." Harvard Business School Case 523-028, February 2023.
      • February 2023
      • Case

      Graphic Packaging: Project Cowboy (A)

      By: Benjamin C. Esty and E. Scott Mayfield
      In July 2019, Graphic Packaging CEO Michael Doss was proposing a $600 million investment in a new machine to produce coated recycled board (CRB), a type of paper packaging used for consumer products (cups, cereal boxes, beverage boxes, etc.) that utilized recycled...  View Details
      Keywords: Capital Budgeting; Growth Management; Demand and Consumers; Duopoly and Oligopoly; Competitive Strategy; Competitive Advantage; Expansion; Value Creation; Supply and Industry; Pulp and Paper Industry; Manufacturing Industry; United States; North America
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      Esty, Benjamin C., and E. Scott Mayfield. "Graphic Packaging: Project Cowboy (A)." Harvard Business School Case 223-009, February 2023.
      • February 2023
      • Supplement

      Graphic Packaging: Project Cowboy (A) Courseware

      By: Benjamin C. Esty and Scott Mayfield
      In July 2019, Graphic Packaging CEO Michael Doss was proposing a $600 million investment in a new machine to produce coated recycled board (CRB), a type of paper packaging used for consumer products (cups, cereal boxes, beverage boxes, etc.) that utilized recycled...  View Details
      Keywords: Capital Budgeting; Growth Management; Demand and Consumers; Duopoly and Oligopoly; Competitive Strategy; Competitive Advantage; Expansion; Value Creation; Supply and Industry; Pulp and Paper Industry; Manufacturing Industry; United States; North America
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      Esty, Benjamin C., and Scott Mayfield. "Graphic Packaging: Project Cowboy (A) Courseware." Harvard Business School Spreadsheet Supplement 223-709, February 2023.
      • February 2023
      • Supplement

      Graphic Packaging: Project Cowboy (B)

      By: Benjamin C. Esty and E. Scott Mayfield
      Analyzes the company’s decision on Project Cowboy following the events described in the A Case.  View Details
      Keywords: Capital Budgeting; Growth Management; Demand and Consumers; Duopoly and Oligopoly; Competitive Strategy; Competitive Advantage; Expansion; Value Creation; Supply and Industry; Pulp and Paper Industry; Manufacturing Industry; United States; North America
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      Esty, Benjamin C., and E. Scott Mayfield. "Graphic Packaging: Project Cowboy (B)." Harvard Business School Supplement 223-068, February 2023.
      • February 2023
      • Supplement

      Graphic Packaging: Project Cowboy (C)

      By: Benjamin C. Esty and E. Scott Mayfield
      Analyzes the company’s decision on Project Cowboy following the events described in the B Case.  View Details
      Keywords: Capital Budgeting; Growth Management; Demand and Consumers; Duopoly and Oligopoly; Competitive Strategy; Competitive Advantage; Expansion; Value Creation; Supply and Industry; Pulp and Paper Industry; Manufacturing Industry; United States; North America
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      Esty, Benjamin C., and E. Scott Mayfield. "Graphic Packaging: Project Cowboy (C)." Harvard Business School Supplement 223-066, February 2023.
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