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- 2020
- Working Paper
Determinants of Early-Stage Startup Performance: Survey Results
To explore determinants of new venture performance, the CEOs of 470 early-stage startups were surveyed regarding a broad range of factors related to their venture’s customer value proposition, product management, marketing, technology and operations, financial...
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- August 2020
- Teaching Note
Updating Dating
By: Scott Duke Kominers, Thomas R. Eisenmann and Alan Lam
Teaching Note for HBS Case No. 818-052.
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- March 2020
- Case
Poppy (B)
By: 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...
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- March 2020
- Case
Aereo
By: Thomas R. Eisenmann and Jacey Taft
Aereo aimed to disrupt television program distribution by providing consumers access to local broadcast TV programming using offsite antennas, cloud-based DVRs, and an Internet connection. With Aereo, consumers could “cut the cord” and avoid the high cost of a cable TV...
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- November 2019 (Revised November 2019)
- Supplement
eSig: Growth Analysis
By: Mark N. Roberge and Thomas R. Eisenmann
eSig, an early-stage startup, offers an electronic signature application as a "freemium" product, i.e., users can upgrade from a free basic version to a premium version by paying a subscription fee. Using 9 months of data from 50,000 user activations, available as a...
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- September 2019 (Revised December 2019)
- Case
Anthony Soohoo at Dot & Bo: Bringing Storytelling to Furniture E-Commerce
By: Thomas R. Eisenmann, Allison M. Ciechanover and George Gonzalez
The case provides students an opportunity to examine the founding of an e-commerce startup that used storytelling and compelling images to sell furniture and home accessories to millennials. The case describes the rapid sales growth the company experienced, as well as...
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Keywords:
E-commerce;
Startups;
Furnishing;
Leadership;
Business Startups;
Entrepreneurship;
Internet;
Failure;
United States
- September 2019 (Revised December 2019)
- Supplement
Anthony Soohoo: Retrospection on Dot & Bo
By: Thomas R. Eisenmann, Allison M. Ciechanover and George Gonzalez
The case describes the final year of the once-promising furniture e-tailer, Dot & Bo, that included a challenging fundraising market, troubles with logistics and operations, and a team tragedy. The founder looks back at the experience and shares his learnings about...
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Keywords:
E-commerce;
Startups;
Furnishing;
Leadership;
Business Startups;
Entrepreneurship;
Internet;
Failure;
Learning;
United States
- August 2019
- Case
Baroo (A): Pet Concierge
By: Thomas R. Eisenmann and Susie L. Ma
Baroo CEO Lindsay Hyde was facing unrest from the board of her pet services startup in August 2017. One board member (and lead investor) was alarmed that Baroo’s growth was slowing while its appetite for funding was accelerating. Hyde wanted to hit the gas and continue...
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- August 2019
- Supplement
Baroo (B)
By: Thomas R. Eisenmann and Susie L. Ma
Baroo CEO Lindsay Hyde must secure venture capital funding if she wants to save her pet services startup. If she is unable to finance a series A, she will need to sell or shut down.
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- August 2019
- Supplement
Rand Fishkin at Moz (B)
Supplements the (A) case.
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Keywords:
Startups;
Scaling;
Entrepreneurship;
Failure;
Business Startups;
Diversification;
Growth Management
- August 2019
- Supplement
Rand Fishkin at Moz (C)
Supplements the (A) case.
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Keywords:
Startups;
Scaling;
Entrepreneurship;
Failure;
Business Startups;
Diversification;
Growth Management
- August 2019
- Case
Rand Fishkin at Moz (A)
In 2016, senior management at Moz, a venture capital–backed startup providing software tools for digital marketing professionals, must decide how to address a looming cash flow crisis precipitated by failed efforts to broaden its product line. Seattle-based Moz had...
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- January 2019
- Case
Analytical Space: The Next Frontier?
By: 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...
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- August 2018
- Teaching Note
IguanaFix
By: Frank V. Cespedes and Thomas Eisenmann
Teaching Note for HBS No. 817-056. IguanaFix, based in Argentina, is a platform business that connects consumers with home improvement contractors. The founders are evaluating growth options and an investment offer. The case focuses on scaling issues for a venture...
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- June 2018 (Revised July 2018)
- Teaching Note
Mark43
By: Thomas Eisenmann, Mitchell Weiss and Matt Higgins
Teaching Note for HBS No. 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...
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- March 2018 (Revised July 2018)
- Case
Cadre
By: Thomas R. Eisenmann, Scott Duke Kominers and David Lane
Late in 2017, CEO Ryan Williams and his team debated whether Cadre should become not only a technology-enabled investment manager, but also an online trading exchange providing high levels of liquidity for investors in commercial real estate (CRE) equity. Cadre was a...
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- January 2018 (Revised February 2018)
- Technical Note
Making Markets
Explains how to identify and capitalize on 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...
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