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• Case | HBS Case Collection | April 2009 (Revised November 2018)

  Sanctuary Soft: International Expansion Strategies

  Boris Groysberg, Geoff Marietta, Tim Marshall and Adam Hartley

  Sanctuary Soft CEO Elizabeth Smalley faced increasing pressure from her primary investor to expand operations internationally. If successful, the expansion could enlarge Sanctuary’s customer base and enable the firm to better serve existing clients’ overseas offices. But it was not clear which region had the most favorable labor market and customer opportunity for expansion. Smalley was particularly concerned about finding qualified software programmers abroad. In the past, the California-based firm added staff and expanded its clientele by poaching talent and customers from rivals. This strategy was effective in California, but other regions had more stringent regulations. Given the legal challenges, would poaching work abroad? Where should Sanctuary expand, and how?

  Keywords: Global Strategy; Governing Rules, Regulations, and Reforms; Labor; Laws and Statutes; Market Entry and Exit; Information Technology Industry; Technology Industry; Web Services Industry; Banking Industry; China; India; Germany; United Kingdom; United States;

  Citation:

  Groysberg, Boris, Geoff Marietta, Tim Marshall, and Adam Hartley. "Sanctuary Soft: International Expansion Strategies." Harvard Business School Case 409-104, April 2009. (Revised November 2018.)  View Details

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• Case | HBS Case Collection | July 2018 (Revised November 2018)

  Hidrovias do Brasil: Navigating Unchartered Waters

  Boris Groysberg and Sarah L. Abbott

  Since its founding eight years earlier, Hidrovias do Brasil (“Hidrovias”), an integrated logistics provider serving corporate customers exporting products from South America via the Atlantic Ocean, had grown to 900 employees and $253 million in annual revenues. Hidrovias was founded by the Brazilian private equity firm, Pátria Investments, who had built the business from the ground up, forging and nurturing relationships with customers, investors, government entities, and suppliers. As Bruno Serapiao, Hidrovias’s CEO pondered next steps for the company, he considered the following questions: What had been the key drivers of Hidrovias’s success to date? What were the major challenges? And, what was the best path for the company going forward?

  Keywords: growth and development; leadership; operations; human resources; private equity; Brazil; emerging markets; entrepreneurial organizations; operation management; strategy; general management; Entrepreneurship; Finance; Growth and Development; Leadership; Operations; Problems and Challenges; Transportation; Human Capital; Strategy; Emerging Markets; Brazil;

  Citation:

  Groysberg, Boris, and Sarah L. Abbott. "Hidrovias do Brasil: Navigating Unchartered Waters." Harvard Business School Case 419-007, July 2018. (Revised November 2018.)  View Details

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• Teaching Note | HBS Case Collection | November 2018

  TrustSphere: Building a Market for Relationship Analytics

  Boris Groysberg, Robin Abrahams and Tricia Gregg

  Citation:

  Groysberg, Boris, Robin Abrahams, and Tricia Gregg. "TrustSphere: Building a Market for Relationship Analytics." Harvard Business School Teaching Note 419-015, November 2018.  View Details

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