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• Teaching Note | HBS Case Collection | June 2018 (Revised July 2018)

  Mark43

  Thomas Eisenmann, Mitchell Weiss and Matt Higgins

  This is the Teaching Note to accompany the Mark43 case (817-016). The founders of Mark43, an early-stage startup that provides software for law enforcement agencies, must decide whether to bid on a request for proposals (RFP) from the Los Angeles Police Department (LAPD). On the one hand, LAPD would be a second large and influential customer for a startup that has just successfully deployed software for its first customer, the Washington DC Metropolitan Police Department. On the other hand, pursuing the LAPD RFP could consume most of Mark43’s engineering resources for the coming year, pushing other business development opportunities off their roadmap, in particular, plans to target small and medium-sized police departments.

  Keywords: Sales; Customers; Entrepreneurship; Software; Business Startups; Growth and Development Strategy; Decision Making; Technology Industry; District of Columbia; Los Angeles;

  Citation:

  Eisenmann, Thomas, Mitchell Weiss, and Matt Higgins. "Mark43." Harvard Business School Teaching Note 818-104, June 2018. (Revised July 2018.)  View Details

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• Teaching Plan | HBS Case Collection | July 2012 (Revised March 2018)

  Dropbox: 'It Just Works'

  Thomas R. Eisenmann

  Citation:

  Eisenmann, Thomas R. "Dropbox: 'It Just Works'." Harvard Business School Teaching Plan 813-007, July 2012. (Revised March 2018.)  View Details

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• Technical Note | HBS Case Collection | January 2018 (Revised February 2018)

  Making Markets

  Thomas R. Eisenmann and Scott Duke Kominers

  Explains how to identify and capitalize upon marketplace design opportunities. Defines markets and marketplaces and describes the basic functions of each. Discusses attributes (e.g., heterogeneity of participants' preferences and asymmetry in available information) that determine whether and how marketplaces create value. Explains common causes of market failure; presents a framework for designing marketplaces in response. Discusses tactics for building trust and liquidity when launching new marketplaces, as well as challenges encountered as marketplaces mature (e.g., congestion and disintermediation).

  Keywords: market design; auctions; marketplace matching; marketplaces; Two-Sided Markets; Entrepreneurship; Market Design; Multi-Sided Platforms; Marketplace Matching; Market Participation; Market Transactions; Market Entry and Exit; Market Platforms; Auctions;

  Citation:

  Eisenmann, Thomas R., and Scott Duke Kominers. "Making Markets." Harvard Business School Technical Note 818-096, January 2018. (Revised February 2018.)  View Details

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