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    • All HBS Web  (551)
      • Faculty Publications  (34)

      Entrepreneurial Sales Remove Entrepreneurial Sales →

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      Entrepreneurial Sales
      HBS Course Catalog Entrepreneurial Sales Course Number 1932 Senior Lecturer Mark Roberge Lecturer Lou Shipley Fall; Q1Q2; 3.0 credits 28 Sessions...
      Entrepreneurial Sales
      HBS Course Catalog Entrepreneurial Sales Course Number 1932 Senior Lecturer Mark Roberge Lecturer Lou Shipley Fall; Q1Q2; 3.0 credits 28 Sessions...
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      • March 2020
      • Case

      Forbidden City: Launching a Craft Beer in China

      By: Christopher A. Bartlett and Carole Carlson
      This case describes a difficult choice faced by Victor Wang, Managing Director of Singapore-based Eurasian Brewing Company (EBC), concerning the competing product launch plans of Le Jie, Vice President of EBC's China and East Asian operations, and Vivian Chin, EBC's...  View Details
      Keywords: Subsidiary Management; Craft Brewing; Strategy; Decision Making; Organizational Structure; Business Model; Growth and Development Strategy; Entrepreneurship; Management Style; Food and Beverage Industry; China; East Asia
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      Bartlett, Christopher A., and Carole Carlson. "Forbidden City: Launching a Craft Beer in China." Harvard Business School Brief Case 920-559, March 2020.
      • November 2019
      • Teaching Note

      Actera Group: Investing in Mars Cinema Group (A) and (B)

      By: Victoria Ivashina and Jeffrey Boyar
      In summer of 2010, Murat Çavuşoğlu (HBS MBA 1994) led private equity firm Actera Group’s investment in Mars Cinema Group (Mars), the leading movie exhibitor in Turkey. Immediately after acquiring Mars and merging it with the second larger player in the market, AFM,...  View Details
      Keywords: Private Equity; Value Creation; Transformation; Valuation; Entertainment and Recreation Industry; Motion Pictures and Video Industry; Turkey
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      Ivashina, Victoria, and Jeffrey Boyar. "Actera Group: Investing in Mars Cinema Group (A) and (B)." Harvard Business School Teaching Note 220-045, November 2019.
      • September 2019 (Revised August 2020)
      • Case

      Engineering an Inclusive Bioeconomy

      By: Tarun Khanna, Raffaella Sadun and Susie L. Ma
      In 2019, entrepreneur Juan Carlos Castilla-Rubio was developing a project he hoped could generate and share wealth from the natural resources of the Amazon without destroying those resources. His idea, called Earth Bank of Codes (EBC), would create a library of the...  View Details
      Keywords: Decision Making; Development Economics; Entrepreneurship; Innovation and Invention; Intellectual Property; Emerging Markets; Market Design; Marketplace Matching; Science; Genetics; Natural Environment; Environmental Sustainability; Climate Change; Social Enterprise; Strategy; Strategic Planning; Technology; Ownership; Social Psychology; Trust; Society; Biotechnology Industry; South America; Amazon Basin
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      Khanna, Tarun, Raffaella Sadun, and Susie L. Ma. "Engineering an Inclusive Bioeconomy." Harvard Business School Case 720-356, September 2019. (Revised August 2020.)
      • August 2019 (Revised February 2020)
      • Case

      New Hope Liuhe: Building an Integrated Agri-Food Business

      By: Forest L. Reinhardt, Shu Lin, Natalie Kindred and Nancy Hua Dai
      In October 2018, LIU Chang (Angela), chairman of Beijing-based New Hope Liuhe (NHL), was considering the strategy of the firm. With $9 billion in sales and a presence in nearly 20 countries, NHL was China’s largest animal feed producer and a major pork and poultry...  View Details
      Keywords: Strategy; Corporate Strategy; Food; Agribusiness; Expansion; Diversification; Growth Management; Consumer Behavior; Change Management; Entrepreneurship; Organizational Structure; Organizational Change and Adaptation; Government and Politics; Animal-Based Agribusiness; Transformation; Volatility; Business Cycles; Goods and Commodities; Supply Chain; Product; Agriculture and Agribusiness Industry; Food and Beverage Industry; China; Asia
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      Reinhardt, Forest L., Shu Lin, Natalie Kindred, and Nancy Hua Dai. "New Hope Liuhe: Building an Integrated Agri-Food Business." Harvard Business School Case 720-009, August 2019. (Revised February 2020.)
      • 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...  View Details
      Keywords: Entrepreneurial Marketing; Home Improvement Services; Marketing Management; Scaling; Entrepreneurship; Marketing; Sales; Market Platforms; Growth and Development Strategy
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      Cespedes, Frank V., and Thomas Eisenmann. "IguanaFix." Harvard Business School Teaching Note 819-029, August 2018.
      • June 2018
      • Case

      Meridian Systems

      By: Frank V. Cespedes and Michael J. Roberts
      The Meridian Systems case focuses on a start-up in the restaurant point of sale (POS) systems market. In early 2018, Meridian is getting ready to roll out a POS system based on a new technology—a tablet-based, Wi-Fi-enabled POS system (the "tablet" system, or...  View Details
      Keywords: Business Startups; Sales; Strategy; Salesforce Management; Organizational Structure; Technological Innovation; Marketing Strategy
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      Cespedes, Frank V., and Michael J. Roberts. "Meridian Systems." Harvard Business School Brief Case 918-533, June 2018.
      • December 2017 (Revised March 2018)
      • Case

      Kellogg Company/eighteen94 capital

      By: David Bell, Damien McLoughlin and Natalie Kindred
      With 33,000 employees and revenues of $13 billion in 2016, Kellogg Company was the world’s largest producer of branded packaged cereal and a leader in branded convenience foods. Founded in 1906 and based in Michigan, the company had a proud history of product and...  View Details
      Keywords: Cpg; Consumer Packaged Goods; Cereal; Battle Creek; Michigan; Breakfast; Snack; Agribusiness; Change Management; Growth Strategy; Corporate Venture Capital; Innovation; Startup; Brand; Brand & Product Management; Advertising; Demand and Consumers; Innovation and Invention; Venture Capital; Food; Brands and Branding; Marketing; Agriculture and Agribusiness Industry; Food and Beverage Industry; Consumer Products Industry; United States; Michigan; North America
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      Bell, David, Damien McLoughlin, and Natalie Kindred. "Kellogg Company/eighteen94 capital." Harvard Business School Case 518-061, December 2017. (Revised March 2018.)
      • December 2017 (Revised January 2018)
      • Case

      Alltech

      By: David E. Bell and Natalie Kindred
      Alltech was a Lexington, Kentucky–based producer of supplements for animal feed, with revenues of over $2 billion (projected to reach $3 billion in 2018), sales in 120 countries, 5,000 employees, and 100 manufacturing plants worldwide. For nearly four decades, Alltech...  View Details
      Keywords: Alltech; United States; Agribusiness; Agriculture; Animal; Animal Agriculture; Animal Feed; Livestock; Family Business; Vertical Integration; Strategy; Growth; Feed Additives; Feed Supplements; Kentucky; Growth Strategy; Family Businesses; Animal-Based Agribusiness; Acquisition; Business Growth and Maturation; Business Model; Change Management; Trends; Governance; Entrepreneurship; Growth and Development; Intellectual Property; Leadership; Management; Markets; Organizational Culture; Private Ownership; Science; Quality; Risk and Uncertainty; Research; Sales; Agriculture and Agribusiness Industry; Pharmaceutical Industry; United States; Kentucky; Brazil; China
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      Bell, David E., and Natalie Kindred. "Alltech." Harvard Business School Case 518-001, December 2017. (Revised January 2018.)
      • September 2017
      • Supplement

      Actera Group: Investing in Mars Cinema Group (A)

      By: Victoria Ivashina and Eren Kuzucu
      In summer of 2010, Murat Çavuşoğlu (HBS MBA 1994) led private equity firm Actera Group’s investment in Mars Cinema Group (Mars), the leading movie exhibitor in Turkey. Immediately after acquiring Mars and merging it with the second larger player in the market, AFM,...  View Details
      Keywords: Private Equity; Value Creation; Transformation; Valuation; Entertainment and Recreation Industry; Motion Pictures and Video Industry; Turkey
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      Ivashina, Victoria, and Eren Kuzucu. "Actera Group: Investing in Mars Cinema Group (A)." Harvard Business School Spreadsheet Supplement 218-705, September 2017.
      • September 2017
      • Supplement

      Actera Group: Investing in Mars Cinema Group (B)

      By: Victoria Ivashina and Eren Kuzucu
      In summer of 2010, Murat Çavuşoğlu (HBS MBA 1994) led private equity firm Actera Group’s investment in Mars Cinema Group (Mars), the leading movie exhibitor in Turkey. Immediately after acquiring Mars and merging it with the second larger player in the market, AFM,...  View Details
      Keywords: Private Equity; Value Creation; Transformation; Valuation; Entertainment and Recreation Industry; Motion Pictures and Video Industry; Turkey
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      Ivashina, Victoria, and Eren Kuzucu. "Actera Group: Investing in Mars Cinema Group (B)." Harvard Business School Spreadsheet Supplement 218-706, September 2017.
      • September 2017 (Revised July 2019)
      • Case

      Actera Group: Investing in Mars Cinema Group (A)

      By: Victoria Ivashina and Eren Kuzucu
      In summer of 2010, Murat Çavuşoğlu (HBS MBA 1994) led private equity firm Actera Group’s investment in Mars Cinema Group (Mars), the leading movie exhibitor in Turkey. Immediately after acquiring Mars and merging it with the second largest player in the market, AFM,...  View Details
      Keywords: Private Equity; Value Creation; Transformation; Valuation; Entertainment and Recreation Industry; Motion Pictures and Video Industry; Turkey
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      Ivashina, Victoria, and Eren Kuzucu. "Actera Group: Investing in Mars Cinema Group (A)." Harvard Business School Case 218-020, September 2017. (Revised July 2019.)
      • January 2017
      • Teaching Note

      Transition at DataCo?

      By: Frank V. Cespedes
      The founder of a data analytics company has several issues with his key business developer, an early hire who has been instrumental in building the firm. The DataCo case study illustrates a common situation in entrepreneurial ventures: an early sales hire does well but...  View Details
      Keywords: Sales Management; Selling; Entrepreneurial Ventures; Performance Management; Professional Services; Salesforce Management; Sales; Marketing; Performance; Consulting Industry; United States; France
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      Cespedes, Frank V. "Transition at DataCo?" Harvard Business School Teaching Note 817-096, January 2017.
      • September 2016 (Revised September 2016)
      • Supplement

      ZenRecruit: Data-Driven Sales Coaching

      By: Mark N. Roberge
      Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two...  View Details
      Keywords: Business or Company Management; Salesforce Management; Software; Employees; Performance Evaluation; Information Technology Industry; Retail Industry
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      Roberge, Mark N. "ZenRecruit: Data-Driven Sales Coaching." Harvard Business School Spreadsheet Supplement 817-704, September 2016. (Revised September 2016.)
      • September 2016 (Revised February 2017)
      • Case

      ZenRecruit: Sales Coaching and Performance Reviews

      By: Mark Roberge
      Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two...  View Details
      Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Marketing; Entrepreneurship; Sales
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      Roberge, Mark. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Case 817-041, September 2016. (Revised February 2017.)
      • July 2016 (Revised October 2016)
      • Case

      Entrepreneurial Sales and Marketing Vignettes

      By: Mark Roberge and Frank Cespedes
      Which sales candidate is a startup’s ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage founders, sales leaders, and marketing executives often face one, and...  View Details
      Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Business Startups; Talent; Talent Management; Growth Management; Marketing Communications; Social Marketing; Salesforce Management; Pricing; Sales; Marketing
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      Roberge, Mark, and Frank Cespedes. "Entrepreneurial Sales and Marketing Vignettes." Harvard Business School Case 817-010, July 2016. (Revised October 2016.)
      • October 2014 (Revised June 2016)
      • Case

      NuScale Power—the Future of Small Modular Reactors

      By: Richard Vietor
      NuScale Power, an entrepreneurial venture in Portland, Oregon, has designed the leading modular nuclear reactor in the United States. This Reactor will be the safest and simplest ever built. Started in 2007 as an entrepreneurial venture, the company is now two years...  View Details
      Keywords: Nuclear; Power; Risk; Energy; Technology; Entrepreneurship; Risk and Uncertainty; Energy Industry
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      Vietor, Richard. "NuScale Power—the Future of Small Modular Reactors." Harvard Business School Case 715-004, October 2014. (Revised June 2016.)
      • October 2013 (Revised February 2019)
      • Case

      Chobani: Growing a Live and Active Culture (Abridged)

      By: Joshua D. Margolis and Matthew Preble
      Hamdi Ulukaya, CEO of the Greek yogurt company Chobani, Inc., was reflecting on what explained his young company's meteoric rise. The company held over half of the U.S. Greek yogurt market and nearly 20% of the total yogurt market. The company's innovative approach to...  View Details
      Keywords: Innovation; Culture; Growth Strategy; Growth Management; Yogurt; Innovation Strategy; Leadership; Organizational Culture; Entrepreneurship; Marketing; Growth and Development Strategy; Agribusiness; Manufacturing Industry; Food and Beverage Industry; United States; Canada; Australia
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      Margolis, Joshua D., and Matthew Preble. "Chobani: Growing a Live and Active Culture (Abridged)." Harvard Business School Case 414-046, October 2013. (Revised February 2019.)
      • December 2012
      • Case

      Chobani: Growing a Live and Active Culture

      By: Joshua D. Margolis and Matthew Preble
      Hamdi Ulukaya, CEO of the Greek yogurt company Chobani, Inc., was reflecting on what explained his young company's meteoric rise. The company held over half of the U.S. Greek yogurt market, and nearly 20% of the total yogurt market. The company's innovative approach to...  View Details
      Keywords: Innovation; Growth Strategy; Growth Management; Yogurt; Innovation Strategy; Leadership; Culture; Entrepreneurship; Marketing; Agribusiness; Manufacturing Industry; Food and Beverage Industry; United States; Canada; Australia
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      Margolis, Joshua D., and Matthew Preble. "Chobani: Growing a Live and Active Culture." Harvard Business School Case 413-022, December 2012.
      • November 2012 (Revised July 2014)
      • Case

      Andrew Sullivan and Faraway Ltd

      By: Frank V. Cespedes and Alex Godden
      The "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative...  View Details
      Keywords: Entrepreneurship; Marketing; Sales; Management; Consumer Products Industry; United Kingdom
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      Cespedes, Frank V., and Alex Godden. "Andrew Sullivan and Faraway Ltd." Harvard Business School Case 813-104, November 2012. (Revised July 2014.)
      • November 2012 (Revised July 2014)
      • Supplement

      Andrew Sullivan and Faraway Ltd (B): Sam Cartwright of Mothercare

      By: Frank V. Cespedes and Alex Godden
      The "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative...  View Details
      Keywords: Entrepreneurship; Sales; Marketing; Management; Consumer Products Industry; United Kingdom
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      Cespedes, Frank V., and Alex Godden. "Andrew Sullivan and Faraway Ltd (B): Sam Cartwright of Mothercare." Harvard Business School Supplement 813-105, November 2012. (Revised July 2014.)
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      Are you looking for?

      Entrepreneurial Sales
      HBS Course Catalog Entrepreneurial Sales Course Number 1932 Senior Lecturer Mark Roberge Lecturer Lou Shipley Fall; Q1Q2; 3.0 credits 28 Sessions...
      Entrepreneurial Sales
      HBS Course Catalog Entrepreneurial Sales Course Number 1932 Senior Lecturer Mark Roberge Lecturer Lou Shipley Fall; Q1Q2; 3.0 credits 28 Sessions...
      → Search All HBS Web
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