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• Teaching Note | HBS Case Collection | August 2020

  Updating Dating

  Scott Duke Kominers, Thomas R. Eisenmann and Alan Lam

  Teaching Note for HBS Case No. 818-052.

  Citation:

  Kominers, Scott Duke, Thomas R. Eisenmann, and Alan Lam. "Updating Dating." Harvard Business School Teaching Note 821-025, August 2020.  View Details

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• Case | HBS Case Collection | February 2016 (Revised August 2020)

  InsightSquared: Developing the Sales and Marketing Plan

  Mark Roberge, Tom Eisenmann and Frank Cespedes

  Fred Shilmover and Sam Clemens prepared for their fourth quarter board meeting. They were excited to have scaled their software startup, InsightSquared, to $2 million in revenue and secured an $8 million round of venture capital. However, they disagreed on the path ahead, specifically on the sales and marketing plan. Shilmover preferred a sales-centric approach to growth while Clemens preferred a marketing-centric one. Which strategy was optimal for their venture’s next phase of growth?

  Keywords: Sales planning; Software; Marketing; Sales; Planning; Growth and Development Strategy;

  Citation:

  Roberge, Mark, Tom Eisenmann, and Frank Cespedes. "InsightSquared: Developing the Sales and Marketing Plan." Harvard Business School Case 816-074, February 2016. (Revised August 2020.)  View Details

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• Case | HBS Case Collection | March 2020

  Poppy (B)

  Thomas R. Eisenmann, Scott Duke Kominers, Jeff Huizinga and Allison Ciechanover

  Avni Patel Thompson, founder and CEO of Poppy, an online marketplace for on-demand childcare, revisits the venture's final months, and discusses the steps she took in the wake of the shutdown. This case explores experiments the company conducted to refine its original business model, as well as how Patel Thompson rekindled her entrepreneurial ambitions. It is part two of an A and B case, the A case being: Poppy: A Modern Village for Childcare Case 818 075, November 2017.

  Keywords: Entrepreneurship; Marketplace Matching; Business Model; Business Exit or Shutdown; Personal Development and Career; United States;

  Citation:

  Eisenmann, Thomas R., Scott Duke Kominers, Jeff Huizinga, and Allison Ciechanover. "Poppy (B)." Harvard Business School Case 820-715, March 2020.  View Details

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