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• Case | HBS Case Collection | January 2019

  Analytical Space: The Next Frontier?

  Thomas R. Eisenmann, Jeffrey J. Bussgang and David Lane

  With one satellite aloft and in the midst of beta testing in late 2018, Analytical Space founders Justin Oliveira and Dan Nevius turned to critical questions about the pioneering startup’s go-to-market, pricing, and business development strategy. Analytical Space aimed to build and operate a constellation of inexpensive satellites that would receive and relay to the ground data gathered by orbiting Earth observation satellites, thereby speeding and increasing the amount of data their operators could collect and sell to clients in the multi-billion market for information on crops, weather, and other observable changes on Earth. The cofounders now needed to select the best initial customers, validate demand for their unique data relay service, and establish pricing that would both spur adoption and impress investors ahead of their next financing round.

  Keywords: pricing decisions; demand validation; revenue model; business development; space tech; satellites; earth observation; remote sensing; Business Startups; Emerging Markets; Growth and Development Strategy; Finance; Selection and Staffing; Business Strategy; Aerospace Industry;

  Citation:

  Eisenmann, Thomas R., Jeffrey J. Bussgang, and David Lane. "Analytical Space: The Next Frontier?" Harvard Business School Case 819-089, January 2019.  View Details

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• Supplement | HBS Case Collection | November 2018

  Triangulate (B) Post Mortem

  Thomas Eisenmann and Lauren Barley

  Keywords: entrepreneurship; Startups; start-ups; failure;

  Citation:

  Eisenmann, Thomas, and Lauren Barley. "Triangulate (B) Post Mortem." Harvard Business School Supplement 819-080, November 2018.  View Details

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• Case | HBS Case Collection | March 2017 (Revised October 2018)

  Catalant: The Future of Work?

  Thomas Eisenmann, Jeffrey F. Rayport and Christine Snively

  Catalant, founded in 2013 as an online marketplace where MBAs could bid on consulting projects posted by small- to medium-sized businesses, had expanded by 2016 to provide Fortune 1000 companies with access to over 35,000 independent experts. The founders envisioned extending their matching solutions to help enterprises staff projects with a mix of current employees and external experts, hypothesizing that the “future of work” would involve more flexible employment arrangements. They debated how much to invest in new functionality versus improving their existing marketplace and how to pitch their evolving strategic vision to investors.

  Keywords: Entrepreneurship; Human Resources; Recruitment; Labor; Market Platforms; Growth and Development Strategy; Employment Industry; Consulting Industry; United States;

  Citation:

  Eisenmann, Thomas, Jeffrey F. Rayport, and Christine Snively. "Catalant: The Future of Work?" Harvard Business School Case 817-103, March 2017. (Revised October 2018.)  View Details

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