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    • All HBS Web  (97)
      • Faculty Publications  (8)

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      • March 2021 (Revised August 2022)
      • Case

      Seeding and Selling Asana

      By: Jeffrey F. Rayport, Susie Ma and Amram Migdal
      In December 2019, Oliver Jay, Asana’s Chief Revenue Officer (CRO), was reconsidering his go-to-market (GTM) strategy. Asana was cloud-based work management software that enabled users to break up projects into discrete tasks that could be assigned, scheduled, and... View Details
      Keywords: SaaS; Customer Journey; Business Model; Business Organization; Change Management; Growth and Development Strategy; Growth Management; Marketing Channels; Marketing Strategy; Product Marketing; Organizational Change and Adaptation; Organizational Design; Organizational Structure; Digital Platforms; Internet and the Web; Technology Industry; United States
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      Rayport, Jeffrey F., Susie Ma, and Amram Migdal. "Seeding and Selling Asana." Harvard Business School Case 821-054, March 2021. (Revised August 2022.)
      • Article

      What Professional Service Firms Must Do to Thrive

      By: Ashish Nanda and Das Narayandas
      When the going gets tough, professional service firms (PSFs) often get desperate and chase all kinds of business just to keep the lights on. Consultancies, financial services firms, VC/PE firms, and the like offer services and sign up clients they should never have... View Details
      Keywords: Professional Service Firms; Client Mix; Strategic Positioning; Organizations; Performance Effectiveness; Decision Making; Framework
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      Nanda, Ashish, and Das Narayandas. "What Professional Service Firms Must Do to Thrive." Harvard Business Review 99, no. 2 (March–April 2021): 98–107.
      • February 2021 (Revised May 2021)
      • Case

      SafeGraph: Selling Data as a Service

      By: Ramana Nanda, Abhishek Nagaraj and Allison Ciechanover
      Set in January 2021, the CEO of SafeGraph, a four-year-old startup that sold Data as a Service, looked to the future. His aim was to become the most trusted source for data about a physical place. The company provided points of interest (POI) and foot traffic data on... View Details
      Keywords: Data As A Service; Monetization; Pricing; Business Startups; Analytics and Data Science; Consumer Behavior; Analysis; Business Model; Health Pandemics; Information Industry; United States
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      Nanda, Ramana, Abhishek Nagaraj, and Allison Ciechanover. "SafeGraph: Selling Data as a Service." Harvard Business School Case 821-082, February 2021. (Revised May 2021.)
      • June 2020
      • Case

      RBC: Transforming Transformation (A)

      By: Ethan Bernstein, Francesca Gino and Aldo Sesia
      In 2017, the Royal Bank of Canada (RBC), a Canadian financial icon, mandated a swat team of “enablers of collaboration” (their job description) to support the personal and commercial bank in the enterprise-wide RBC Cultural Transformation initiative. Historically,... View Details
      Keywords: Service Delivery; Information Technology; Transformation; Change Management; Collaborative Innovation and Invention; Innovation and Management; Decision Making; Human Resources; Management Systems; Organizational Design; Organizational Structure; Groups and Teams; Management Teams; Banking Industry; Financial Services Industry; Canada
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      Bernstein, Ethan, Francesca Gino, and Aldo Sesia. "RBC: Transforming Transformation (A)." Harvard Business School Case 920-008, June 2020.
      • June 2020
      • Supplement

      RBC: Transforming Transformation (B)

      By: Ethan Bernstein, Francesca Gino and Aldo Sesia
      In 2017, the Royal Bank of Canada (RBC), a Canadian financial icon, mandated a swat team of “enablers of collaboration” (their job description) to support the personal and commercial bank in the enterprise-wide RBC Cultural Transformation initiative. Historically,... View Details
      Keywords: Service Delivery; Information Technology; Transformation; Change Management; Collaborative Innovation and Invention; Innovation and Management; Decision Making; Human Resources; Management Systems; Organizational Design; Organizational Structure; Groups and Teams; Management Teams; Banking Industry; Financial Services Industry; Canada
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      Bernstein, Ethan, Francesca Gino, and Aldo Sesia. "RBC: Transforming Transformation (B)." Harvard Business School Supplement 920-045, June 2020.
      • Article

      The Price of Anarchy of Self-Selection in Tullock Contests

      By: Hau Chan, David C. Parkes and Karim R. Lakhani
      Crowdsourcing platforms operate by offering their clients the ability to obtain cost-effective solutions for their problems through contests. The top contestants with the best solutions are rewarded, and the submitted solutions are provided to the clients. Within the... View Details
      Keywords: Crowdsourcing Contests; Game Theory
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      Chan, Hau, David C. Parkes, and Karim R. Lakhani. "The Price of Anarchy of Self-Selection in Tullock Contests." Proceedings of the International Conference on Autonomous Agents and Multiagent Systems (AAMAS) 19th (2020): 1795–1797.
      • August 2016 (Revised July 2018)
      • Case

      Accenture Human Capital Strategy

      By: Paula A. Price, V.G. Narayanan and James Weber
      Accenture is a leading global consulting, technology, and outsourcing company. It has clients and its own operations throughout the world. This case describes the human resources and related activities necessary to deliver its services to clients. It allows students to... View Details
      Keywords: Management Consulting; Technology Consulting; Outsourcing; Human Resources; Activity Based Costing and Management; Management Practices and Processes
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      Price, Paula A., V.G. Narayanan, and James Weber. "Accenture Human Capital Strategy." Harvard Business School Case 117-032, August 2016. (Revised July 2018.)
      • November 2012 (Revised March 2013)
      • Case

      Talking Strategy at Greighton Partners

      By: Boris Groysberg and Kerry Herman
      Since its inception, London-based private equity firm Greighton Partners had managed over $15 billion in investor capital. The firm employed about 150 professionals around the globe and had completed over 175 company acquisitions since its founding. Started with a... View Details
      Keywords: Private Equity; Business Growth and Maturation; Growth and Development Strategy; Financial Services Industry; Asia; Europe
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      Groysberg, Boris, and Kerry Herman. "Talking Strategy at Greighton Partners." Harvard Business School Case 413-031, November 2012. (Revised March 2013.)
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