MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment

John F. Cady; Frank V. Cespedes

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Case | HBS Case Collection | August 1984 (Revised May 1992)

MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment

by John F. Cady and Frank V. Cespedes

Keywords: Market Entry and Exit; Communication Technology; Telecommunications Industry;

Format: Print

19 pages

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Citation:

Cady, John F., and Frank V. Cespedes. "MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment." Harvard Business School Case 585-097, August 1984. (Revised May 1992.)

About the Author

Frank V. Cespedes

MBA Class of 1973 Senior Lecturer of Business Administration

Entrepreneurial Management

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Case | HBS Case Collection | August 2018 (Revised February 2019)

Shindigz

Frank Cespedes

Shindigz provides party and celebratory items for various occasions and events through its branded online channel, through third-party retail and wholesale channels, and external online marketplaces. The case focuses on pricing challenges facing a venture with an historically premium-priced strategy in an ecommerce environment where promotions and discounts have become the norm. The case concerns the interaction of branding, channel, and pricing in a firm as well as the impact of Amazon Prime on consumer expectations for “free” shipping from vendors.

Keywords: ecommerce; e-commerce; pricing; Price; Strategy; Decision Making; Brands and Branding; Distribution Channels; Consumer Products Industry;

Citation:
Cespedes, Frank. "Shindigz." Harvard Business School Case 819-010, August 2018. (Revised February 2019.) View Details

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Case | HBS Case Collection | February 2019

Canibal—Play It Green!

Frank V. Cespedes, Joseph B. Fuller, Tonia Labruyere and Elena Corsi

In 2011, Canibal launched a machine that could sort and compress aluminum cans, plastic bottles, and cups. Users could play a jackpot-style game on the machine’s digital display, while disposing of their beverage containers and earning coupons or other rewards. The machine could also display advertising or serve as a communication tool. In 2016, the company's new machine, the i3, had more potential than earlier models, due to enhanced reliability and displays that could allow Canibal to pursue new markets. Benoit Paget, CEO and founder of Canibal, must choose a growth path: which customer segment should he focus on? How should he position his product? What would be the implications of these choices for marketing and sales requirements, pricing, and funding?

Keywords: sales growth; recycling; start-up; scaling; market selection; Sales; Marketing; Business Startups; Growth and Development Strategy; Segmentation; Product Positioning; Technology Industry; France;

Citation:
Cespedes, Frank V., Joseph B. Fuller, Tonia Labruyere, and Elena Corsi. "Canibal—Play It Green!" Harvard Business School Case 319-089, February 2019. View Details

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Article | Top Sales Magazine

Sales Managers Must Manage

Frank V. Cespedes

A common complaint from C-level executives about their sales colleagues concerns the latter’s ability to manage, not sell. Nearly every firm has examples of successful salespeople who are poor managers because they persist in their behaviors as reps rather than managers. This article discusses why this is common, the problems with standard advice about how to address this issue, what it now takes to be an effective sales manager, and external market factors that are making this a bigger, more visible issue in more firms with implications for building and sustaining a sales career.

Keywords: Sales; Management Skills;

Citation:
Cespedes, Frank V. "Sales Managers Must Manage." Top Sales Magazine (February 2019). View Details

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MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment

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