More from these Authors

• Case | HBS Case Collection | February 2016 (Revised April 2019)

  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 April 2019.)  View Details

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• Case | HBS Case Collection | October 2018 (Revised March 2019)

  Sidewalk Labs: Privacy in a City Built from the Internet Up

  Leslie K. John, Mitchell Weiss and Julia Kelley

  By the time Dan Doctoroff, CEO of Sidewalk Labs, began hosting a Reddit “Ask Me Anything” session in January 2018, he had only nine months remaining to convince the people of Toronto, their government representatives, and presumably his parent company Alphabet, Inc., that Sidewalk Labs’ plan to construct “the first truly 21st-century city” on the Canadian city’s waterfront was a sound one. Along with much excitement and optimism, strains of concern had emerged since Doctoroff and partners first announced their intentions for a city “built from the internet up” in Toronto’s Quayside district. As Doctoroff prepared for yet another milestone in a year of planning and community engagement, it was almost certain that of the many questions headed his way, digital privacy would be among them.

  Keywords: public entrepreneurship; govtech; CivicTech; smart cities; city innovation; government innovation; privacy; Sidewalk Labs; Dan Doctoroff; Entrepreneurship; Public Sector; Consumer Behavior; Governance; Business and Government Relations; Innovation and Invention; Technology Industry; Public Administration Industry; Transportation Industry; Real Estate Industry; Canada;

  Citation:

  John, Leslie K., Mitchell Weiss, and Julia Kelley. "Sidewalk Labs: Privacy in a City Built from the Internet Up." Harvard Business School Case 819-024, October 2018. (Revised March 2019.)  View Details

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• Case | HBS Case Collection | October 2018 (Revised January 2019)

  Testing Autonomy in Pittsburgh (A)

  Mitchell Weiss and Brittany Urick

  Pittsburgh’s mayor had been among the first to welcome self-driving vehicles but was now one of many needing to react after a pedestrian fatality involving an autonomous Uber in Arizona. He had originally preferred to roll out “the red carpet” instead of the “red tape.” Now he found himself needing to balance technological advancement and the city’s economic trajectory against public health and safety concerns and, simply, citizens’ fears. Post-Arizona, should he allow AV firms to double down on experimentation? When it came to testing new technology, how safe was safe enough?

  Keywords: public entrepreneurship; government innovation; government experimentation; autonomous vehicles; mayor; mayor peduto; cities; mobility; automation; Uber; argo ai; aurora innovation; aptiv; Entrepreneurship; Public Sector; Innovation and Invention; Transportation; City; Safety; Business and Government Relations; Transportation Industry; Auto Industry; United States; Pennsylvania; Pittsburgh;

  Citation:

  Weiss, Mitchell, and Brittany Urick. "Testing Autonomy in Pittsburgh (A)." Harvard Business School Case 819-059, October 2018. (Revised January 2019.)  View Details

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