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Publications

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      • March 2022
      • Case

      Skills-First Hiring at IBM

      By: Boris Groysberg and Sarah Mehta
      This case reviews IBM’s efforts to widen its hiring funnel and broaden its talent pool.  View Details
      Keywords: Competency and Skills; Experience and Expertise; Talent and Talent Management; Human Resources; Employees; Recruitment; Retention; Selection and Staffing; Jobs and Positions; Job Design and Levels; Job Interviews; Society; Social Issues; Technology Industry; United States; New York (city, NY)
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      Groysberg, Boris, and Sarah Mehta. "Skills-First Hiring at IBM." Harvard Business School Case 422-013, March 2022.
      • October 2021 (Revised March 2022)
      • Supplement

      PittaRosso: Artificial Intelligence-Driven Pricing and Promotion

      By: Ayelet Israeli and Fabrizio Fantini
      PittaRosso, a traditional Italian shoe retailer, is implementing an AI system to provide pricing and promotion recommendations. The system allows them to implement changes that would affect both the top of funnel and bottom of funnel activities for the company: once...  View Details
      Keywords: Artificial Intelligence; Pricing; Pricing Algorithm; Pricing Decisions; Pricing Strategy; Pricing Structure; Promotion; Promotions; Online Marketing; Data-driven Decision-making; Data-driven Management; Retail; Retail Analytics; Price; Advertising Campaigns; Analytics and Data Science; Analysis; Digital Marketing; Budgets and Budgeting; Marketing Strategy; Marketing; Transformation; Decision Making; Retail Industry; Italy
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      Israeli, Ayelet, and Fabrizio Fantini. "PittaRosso: Artificial Intelligence-Driven Pricing and Promotion." Harvard Business School Spreadsheet Supplement 522-710, October 2021. (Revised March 2022.)
      • October 2021 (Revised March 2022)
      • Case

      PittaRosso: Artificial Intelligence-Driven Pricing and Promotion

      By: Ayelet Israeli
      PittaRosso, a traditional Italian shoe retailer, is implementing an AI system to provide pricing and promotion recommendations. The system allows them to implement changes that would affect both the top of funnel and bottom of funnel activities for the company: once...  View Details
      Keywords: Artificial Intelligence; Pricing; Pricing Algorithm; Pricing Decisions; Pricing Strategy; Pricing Structure; Promotion; Promotions; Online Marketing; Data-driven Decision-making; Data-driven Management; Retail; Retail Analytics; AI; Price; Advertising Campaigns; Analytics and Data Science; Analysis; Digital Marketing; Budgets and Budgeting; Marketing Strategy; Marketing; Transformation; Decision Making; AI and Machine Learning; Retail Industry; Italy
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      Israeli, Ayelet. "PittaRosso: Artificial Intelligence-Driven Pricing and Promotion." Harvard Business School Case 522-046, October 2021. (Revised March 2022.)
      • April 2018
      • Case

      Hawk Electronics, Inc.

      By: Richard G. Hamermesh and John J. Lafkas
      Hawk Electronics ("Hawk") presents the problems that a company can encounter when its divisions have distinct strategies, especially when one division has been favored at another's expense. It also highlights how such problems can reflect cognitive biases, which...  View Details
      Keywords: Business Divisions; Resource Allocation; Strategy; Innovation and Management
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      Hamermesh, Richard G., and John J. Lafkas. "Hawk Electronics, Inc." Harvard Business School Brief Case 918-521, April 2018.
      • August 22, 2017
      • Article

      Find the Right Metrics for Your Sales Team

      By: Frank V. Cespedes and Robert Marsh
      This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a...  View Details
      Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management
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      Cespedes, Frank V., and Robert Marsh. "Find the Right Metrics for Your Sales Team." Harvard Business Review (website) (August 22, 2017).
      • March 2017
      • Teaching Note

      Showpad

      By: Frank Cespedes
      Showpad is a startup that provides a sales enablement platform and tools. The venture has grown 100% annually since its founding four years ago, and the founders are evaluating growth options and decisions in three areas: adding product features, possible pricing...  View Details
      Keywords: Business Startups; Growth and Development Strategy; Sales
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      Cespedes, Frank. "Showpad." Harvard Business School Teaching Note 817-121, March 2017.
      • 2017
      • Book

      HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company

      By: Richard S. Ruback and Royce Yudkoff
      Find, acquire, and run your own business. Are you looking for an alternative to a career path at a big firm? Does founding your own start-up seem too risky? There is a radical third path open to you: you can buy a small business and run it as CEO. Purchasing a small...  View Details
      Keywords: Entrepreneurial Finance; Entrepreneurs; Small Companies; Small Business Finance; Negotiation; Due Diligence; Sourcing; Search Funds; Search; Deal Sourcing; Deal Structuring; Funnel; Debt Financing; Small And Medium Enterprises; Small Business; Internet and the Web; Entrepreneurship; Negotiation Deal; Ownership; Equity; Borrowing and Debt
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      Ruback, Richard S., and Royce Yudkoff. HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company. Harvard Business Review Press, 2017.
      • October 2016
      • Technical Note

      Product Development Fundamentals

      By: Marco Iansiti, Michael Toffel, Kerry Herman and Julia Kelley
      This note introduces key managerial issues in new product development. It describes the product development funnel and alternative approaches to structuring product development teams including functional, lightweight, heavyweight, and autonomous/dedicated teams, which...  View Details
      Keywords: Product Development; Groups and Teams; Operations; Management
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      Iansiti, Marco, Michael Toffel, Kerry Herman, and Julia Kelley. "Product Development Fundamentals." Harvard Business School Technical Note 617-024, October 2016.
      • May 2016 (Revised June 2017)
      • Case

      Sales Compensation Vignettes

      By: Frank V. Cespedes
      This case study is comprised of two vignettes about startup companies considering whether and how to change their sales compensation plans. ElMenus.com is a restaurant app venture in Egypt seeking to lower customer churn while confronting new competition. BigBelly is a...  View Details
      Keywords: Compensation; Sales; Strategy
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      Cespedes, Frank V. "Sales Compensation Vignettes." Harvard Business School Case 816-092, May 2016. (Revised June 2017.)
      • February 2008 (Revised November 2008)
      • Case

      Radical Collaboration: IBM Microelectronics Joint Development Alliances

      By: Willy Shih, Gary Pisano and Andrew A. King
      IBM's "Radical Collaboration" model has been an innovative approach to meeting the challenges of the huge R&D and capital investments that are needed to stay competitive in the global semiconductor industry. This model has required a rethinking of what is proprietary,...  View Details
      Keywords: Cost Management; Investment; Collaborative Innovation and Invention; Problems and Challenges; Alliances; Networks; Partners and Partnerships; Research and Development; Competitive Advantage; Semiconductor Industry
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      Shih, Willy, Gary Pisano, and Andrew A. King. "Radical Collaboration: IBM Microelectronics Joint Development Alliances." Harvard Business School Case 608-121, February 2008. (Revised November 2008.)
      • 2022
      • Chapter

      Buying Time? The Vietnam War and Southeast Asia

      By: Mattias Fibiger
      This article examines the “buying time thesis”—the idea that the American war in Vietnam bought time for the rest of Southeast Asia to build up political, economic, military, and diplomatic defenses against communism. It finds that there is some truth to claims that...  View Details
      Keywords: Vietnam War; Impact; Legacy; Geopolitics; War; History; Government and Politics; Southeast Asia
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      Fibiger, Mattias. "Buying Time? The Vietnam War and Southeast Asia." In The Vietnam War in the Pacific World, edited by Brian Cuddy and Fredrik Logevall. Chapel Hill: University of North Carolina Press, forthcoming.
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