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      • Faculty Publications  (157)

      Managing Start-ups Remove Managing Start-ups →

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      • January–February 2023
      • Article

      The Overlooked Key to a Successful Scale-Up

      By: Jeffrey F. Rayport, Davide Sola and Martin Kupp
      Many start-ups experience enormous popularity and runaway growth, but only a few go on to become stable giants. What separates them from the pack? They all go through a developmental stage called extrapolation, say three business school professors.
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      Keywords: Entrepreneurship And Strategy; Scalability; Business Startups; Growth and Development Strategy; Entrepreneurship
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      Rayport, Jeffrey F., Davide Sola, and Martin Kupp. "The Overlooked Key to a Successful Scale-Up." Harvard Business Review (January–February 2023): 56–65.
      • 13 Dec 2022
      • Interview

      Why Some Start-Ups Fail to Scale

      By: Jeffrey Rayport and Curt Nickisch
      Managing rapid growth is a huge challenge for young businesses. Even start-ups with glowing reviews and skyrocketing sales can fail. That’s because new ventures and corporate initiatives alike have to sustain profitability at scale, according to Harvard Business School...  View Details
      Keywords: Business Startups; Growth Management; Outcome or Result; Transition
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      "Why Some Start-Ups Fail to Scale." HBR IdeaCast (podcast), Harvard Business Review Group, December 13, 2022.
      • June 2022
      • Teaching Note

      Katie Couric Media: Landing the First Client

      By: N. Louis Shipley, William R. Kerr and Paige Boehmcke
      Developed for teaching Entrepreneurial Sales, the Katie Couric Media case supports class discussion on client selection, sales strategy, and scaling a startup media firm.  View Details
      Keywords: Customer Relationship Management; Marketing; Mergers And Acquisitions; Start-up; Entrepreneurship; Sales; Business and Stakeholder Relations; Media and Broadcasting Industry
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      Shipley, N. Louis, William R. Kerr, and Paige Boehmcke. "Katie Couric Media: Landing the First Client." Harvard Business School Teaching Note 822-138, June 2022.
      • April 2022
      • Supplement

      Mastercard Labs (B)

      By: Linda A. Hill, Sunil Gupta, Emily Tedards and Julia Kelley
      When Ajaypal (Ajay) Banga became the CEO of Mastercard in 2010, digital technologies were on the rise, and innovation needed to become a strategic imperative at the company. Banga tasked Garry Lyons, who had joined Mastercard through the 2009 acquisition of Orbiscom,...  View Details
      Keywords: Organizational Behavior; Culture; Transformation; Organizational Culture; Culture Change; Organizational Adaptation; Organizational Effectiveness; Alignment; Leadership; Leadership Development; Innovation; Innovation Ecosystems; Diversity; Collaboration; Co-creation; Learning Organizations; Empowerment; Ecosystem; Agility; Prototype; Experiment; Partnerships; Operating Model; Risk Management; Digital Transformation; Metrics; Payments; Financial Industry; Financial Inclusion; Ambidexterity; Corporate Innovation; Innovation Lab; Accelerator; Start-up; Fintech
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      Hill, Linda A., Sunil Gupta, Emily Tedards, and Julia Kelley. "Mastercard Labs (B)." Harvard Business School Supplement 422-081, April 2022.
      • April 2022 (Revised May 2022)
      • Case

      Mastercard Labs (A) (Abridged)

      By: Linda A. Hill, Sunil Gupta, Emily Tedards and Julia Kelley
      When Ajaypal (Ajay) Banga became the CEO of Mastercard in 2010, he shifted the company’s competitive focus from card networks to cash itself. Mastercard’s new vision of a “World Beyond Cash” distilled into a three-pronged framework: Grow the core business, Diversify...  View Details
      Keywords: Organizational Behavior; Culture; Organizational Culture; Culture Change; Organizational Adaptation; Organizational Effectiveness; Alignment; Leadership; Leadership Development; Innovation; Innovation Ecosystems; Diversity; Collaboration; Co-creation; Learning Organizations; Empowerment; Ecosystem; Agility; Prototype; Experiment; Partnerships; Operating Model; Risk Management; Metrics; Payments; Financial Inclusion; Financial Industry; Ambidexterity; Corporate Innovation; Innovation Lab; Accelerator; Start-up; Intrapreneurship; Competitive Strategy; Business Model; Technological Innovation; Growth and Development Strategy; Digital Transformation
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      Hill, Linda A., Sunil Gupta, Emily Tedards, and Julia Kelley. "Mastercard Labs (A) (Abridged)." Harvard Business School Case 422-082, April 2022. (Revised May 2022.)
      • January 2022 (Revised December 2022)
      • Case

      TotalEnergies’ Investment in Hyzon Motors

      By: Vikram S. Gandhi and David Lane
      In November 2021, Girish Nadkarni, the head of TotalEnergies’ corporate venture capital arm (TEV) was considering whether, and on what terms, to exit an investment in Hyzon Motors, a start-up supplier of hydrogen-powered trucks. TEV had invested $4 million in Hyzon,...  View Details
      Keywords: Business Units; Communication Intention and Meaning; Renewable Energy; Venture Capital; Growth and Development Strategy; Market Design; Standards; Commercialization; Investment Portfolio; Market Transactions; Energy Industry; Financial Services Industry; Transportation Industry; Europe; New York (city, NY)
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      Gandhi, Vikram S., and David Lane. "TotalEnergies’ Investment in Hyzon Motors." Harvard Business School Case 822-019, January 2022. (Revised December 2022.)
      • November 2021 (Revised January 2022)
      • Case

      Nicole M. Jones and The Hangar℠: Delta Air Lines' Global Innovation Center

      By: Linda A. Hill and Emily Tedards
      In 2016, Nicole M. Jones was hired to lead The Hangar, Delta Air Lines’ new innovation center in Atlanta, Georgia. Delta’s leadership had intended for The Hangar to catalyze a new approach to innovation at the company. After conducting three months of research on...  View Details
      Keywords: Innovation Lab; Breakthrough Innovation; Biometric Technology; Innovation and Invention; Leadership; Innovation and Management; Collaborative Innovation and Invention; Innovation Strategy; Technological Innovation; Georgia (state, US)
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      Hill, Linda A., and Emily Tedards. "Nicole M. Jones and The Hangar℠: Delta Air Lines' Global Innovation Center." Harvard Business School Case 422-042, November 2021. (Revised January 2022.)
      • October 2021 (Revised July 2022)
      • Case

      Engine No. 1: An Impact Investing Firm Engages with ExxonMobil

      By: Mark Kramer, Shawn Cole, Vikram S. Gandhi and T. Robert Zochowski
      ExxonMobil, the world's fifth largest source of carbon emissions, remained committed to aggressively expanding its oil & gas business despite global warming. During the COVID pandemic this strategy resulted in massive losses as the price and demand for oil declined. ...  View Details
      Keywords: Carbon Emissions; Global Warming; Impact Investment Funds; Hedge Fund Activism; Leadership Development; Business Model; Renewable Energy; Resource Allocation; Decision Choices and Conditions; Governing and Advisory Boards
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      Kramer, Mark, Shawn Cole, Vikram S. Gandhi, and T. Robert Zochowski. "Engine No. 1: An Impact Investing Firm Engages with ExxonMobil." Harvard Business School Case 222-028, October 2021. (Revised July 2022.)
      • August 2021 (Revised February 2022)
      • Case

      Lexoo: Building a Long-Lasting Platform (Abridged)

      By: Chiara Farronato and Elena Corsi
      Lexoo, a UK-based online marketplace for legal services, was facing the strategic choice of how to grow from early start-up to mature platform. Daniel van Binsbergen, Lexoo's CEO, and web developer Chris O'Sullivan, CTO, had set up Lexoo to help Small and Medium-Sized...  View Details
      Keywords: Legal Services; Marketplaces; Pivot; Growth and Development Strategy; Digital Platforms; Small Business; Service Operations; Decision Making; Legal Services Industry
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      Farronato, Chiara, and Elena Corsi. "Lexoo: Building a Long-Lasting Platform (Abridged)." Harvard Business School Case 622-043, August 2021. (Revised February 2022.)
      • August 2021 (Revised September 2022)
      • Case

      Fair Park Covid-19 Mass Vaccination Site (A)

      By: Willy Shih
      This case is an opportunity to apply the methods of the Toyota Production System (TPS) to the analysis of an everyday service application: administering Covid-19 vaccines. It describes the start-up of a drive-up Covid-19 mass vaccination site at the Texas State Fair...  View Details
      Keywords: Operations Improvement; Operations And Processes; Toyota Production System; COVID-19 Pandemic; Operations; Service Operations; Health Pandemics; Problems and Challenges; Goals and Objectives; Measurement and Metrics; Health Care and Treatment; Health Industry; United States; Texas
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      Shih, Willy. "Fair Park Covid-19 Mass Vaccination Site (A)." Harvard Business School Case 622-003, August 2021. (Revised September 2022.)
      • August 2021 (Revised July 2022)
      • Supplement

      Fair Park Covid-19 Mass Vaccination Site (B)

      By: Willy Shih
      This case is an opportunity to apply the methods of the Toyota Production System (TPS) to the analysis of an everyday service application: administering Covid-19 vaccines. It describes the start-up of a drive-up Covid-19 mass vaccination site at the Texas State Fair...  View Details
      Keywords: Operations Management; Operations Improvement; Operations And Processes; Toyota Production System; COVID-19 Pandemic; Operations; Service Operations; Health Pandemics; Service Delivery; Problems and Challenges; Goals and Objectives; Measurement and Metrics; Health Industry; United States
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      Shih, Willy. "Fair Park Covid-19 Mass Vaccination Site (B)." Harvard Business School Supplement 622-004, August 2021. (Revised July 2022.)
      • June 2021
      • Case

      Akira Fukabori and Kevin Kajitani at avatarin (A)

      By: Linda A. Hill and Emily Tedards
      In 2016, Akira Fukabori and Kevin Kajitani, aeronautical engineers at All Nippon Airways Co., Ltd., began to wonder why, in a world of accelerating globalization and digital connectivity, those who lived in far-remote villages or impoverished urban areas could not...  View Details
      Keywords: Agility; Ecosystem; Innovation Ecosystems; Crowdsourcing; Open Innovation; Partnership; Government; Collaboration; Co-creation; Purpose; Impact; Social Impact; Movement; Organizational Behavior; Organizational Ambidexterity; Ambidexterity; Culture; Culture Change; Global Teams; Experimentation; Space; Airline Industry; Start-up; Platform Business; Platform Strategy; Platform; Digital; Robotics; Robots; Mobility; Strategy; COVID-19; Intrapreneurship; Public-private Partnership; XPRIZE; Space Industry; Avatar; Telepresence; Innovation Lab; Innovation and Invention; Technological Innovation; Partners and Partnerships; Collaborative Innovation and Invention; Alignment; Leadership; Leading Change; Diversity; Organizational Culture; Change Management; Entrepreneurship; Digital Platforms; Transportation Industry; Aerospace Industry; Japan
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      Hill, Linda A., and Emily Tedards. "Akira Fukabori and Kevin Kajitani at avatarin (A)." Harvard Business School Case 421-089, June 2021.
      • June 2021
      • Case

      Akira Fukabori and Kevin Kajitani at avatarin (A) (Abridged)

      By: Linda A. Hill and Emily Tedards
      In 2016, Akira Fukabori and Kevin Kajitani, aeronautical engineers at All Nippon Airways Co., Ltd., began to wonder why, in a world of accelerating globalization and digital connectivity, those who lived in far-remote villages or impoverished urban areas could not...  View Details
      Keywords: Agility; Ecosystem; Innovation Ecosystems; Innovation; Crowdsourcing; XPRIZE; Open Innovation; Partnership; Government; Collaboration; Co-creation; Purpose; Impact; Social Impact; Movement; Organizational Behavior; Organizational Ambidexterity; Ambidexterity; Culture; Culture Change; Global Teams; Experimentation; Space; Space Industry; Airline Industry; Start-up; Platform Business; Platform Strategy; Platform; Digital; Robotics; Robots; Avatar; Telepresence; Innovation Lab; Mobility; COVID-19; Intrapreneurship; Public-private Partnership; Innovation and Invention; Technological Innovation; Partners and Partnerships; Collaborative Innovation and Invention; Alignment; Leadership; Leading Change; Diversity; Organizational Culture; Change Management; Strategy; Entrepreneurship; Digital Platforms; Transportation Industry; Aerospace Industry; Japan
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      Hill, Linda A., and Emily Tedards. "Akira Fukabori and Kevin Kajitani at avatarin (A) (Abridged)." Harvard Business School Case 421-085, June 2021.
      • January 2021 (Revised August 2021)
      • Case

      ByteDance: TikTok and the Trials of Going Viral

      By: William C. Kirby and John P. McHugh
      In 2020, TikTok became the most valuable start-up ever. The short-form, video-sharing social media platform emerged as the crown jewel of the Chinese technology firm ByteDance, realizing 850 million monthly users and an estimated worth of $180 billion. However, a...  View Details
      Keywords: China; Technology; Startup; Start-up; International Strategy; Global Strategy And Leadership; Innovation; Political Risk; Regulations; Trump; Foreign Policy; Foreign Investment; Chinese Internet Market; Global Strategy; Crisis Management; Risk and Uncertainty; Entrepreneurship; Globalized Economies and Regions; Government Legislation; Innovation and Management; Governing Rules, Regulations, and Reforms; Internet and the Web; Social Media; Technology Industry; China; United States
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      Kirby, William C., and John P. McHugh. "ByteDance: TikTok and the Trials of Going Viral." Harvard Business School Case 321-110, January 2021. (Revised August 2021.)
      • November 2020
      • Teaching Note

      DayTwo: Going to Market with Gut Microbiome

      By: Ayelet Israeli
      Teaching Note for HBS Case No. 519-010. DayTwo is a young Israeli startup that applies research on the gut microbiome and machine learning algorithms to deliver personalized nutritional recommendations to its users in order to minimize blood sugar spikes after meals....  View Details
      Keywords: Start-up Growth; Startup; Positioning; Targeting; Go To Market Strategy; B2B Vs. B2C; B2B2C; Health & Wellness; AI; Machine Learning; Female Ceo; Female Protagonist; Science-based; Science And Technology Studies; Ecommerce; Applications; DTC; Direct To Consumer Marketing; US Health Care; "USA,"; Innovation; Pricing; Business Growth; Segmentation; Distribution Channels; Growth and Development Strategy; Business Startups; Science-Based Business; Health; Innovation and Invention; Marketing; Information Technology; Business Growth and Maturation; E-commerce; Applications and Software; Health Industry; Technology Industry; Insurance Industry; Information Technology Industry; Food and Beverage Industry; Israel; United States
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      Israeli, Ayelet. "DayTwo: Going to Market with Gut Microbiome." Harvard Business School Teaching Note 521-052, November 2020.
      • November 2020 (Revised March 2022)
      • Teaching Note

      Social Salary Setting at Spiber

      By: Ashley Whillans and John Beshears
      Teaching Note for HBS Case No. 920-050. The case tells the story of Spiber, a Japanese technology start-up company. To reflect the company’s values, the leadership team implemented a new and unique salary-setting process: each employee had the authority to choose their...  View Details
      Keywords: Compensation; General Management; Employee Benefits; Incentives; Motivation; Compensation and Benefits; Fairness; Motivation and Incentives; Management; Happiness; Negotiation; Cross-Cultural and Cross-Border Issues; Japan
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      Whillans, Ashley, and John Beshears. "Social Salary Setting at Spiber." Harvard Business School Teaching Note 921-014, November 2020. (Revised March 2022.)
      • October 2020
      • Case

      Unison Capital Korea: Gong Cha

      By: Victoria Ivashina and Sangyun Lee
      In the Spring of 2017, Soomin Kim, Founding Partner of Unison Capital Korea, and his team were debating the potential exit of Unison Capital Korea’s investment in Gong Cha Korea, the sole local franchisor of the premium milk tea brand that they proprietarily sourced...  View Details
      Keywords: Exit; Strategic Decision Making; Private Equity; Investment; Strategy; Investment Return; Decision Making; Bids and Bidding
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      Ivashina, Victoria, and Sangyun Lee. "Unison Capital Korea: Gong Cha." Harvard Business School Case 221-040, October 2020.
      • October 2020 (Revised June 2021)
      • Case

      COVID-19 Testing at Everlywell

      By: Jeffrey J. Bussgang and Olivia Hull
      In March 2020, as COVID-19 spreads rapidly across the U.S., Everlywell founder Julia Cheek considers how to respond as a small start-up specializing in at-home lab testing. After making dramatic budget cuts, she decides to pivot the organization to address the...  View Details
      Keywords: Entrepreneurship; Business Strategy; Venture Capital; Health Care and Treatment; Health Disorders; Leading Change; Technology Adoption; Digital Platforms; Competitive Strategy; Science; Adaptation; Corporate Social Responsibility and Impact; Crisis Management; Social Entrepreneurship; Ethics; Government Legislation; Health; Health Testing and Trials; Health Pandemics; Consumer Products Industry; Health Industry; Technology Industry; Texas; United States
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      Bussgang, Jeffrey J., and Olivia Hull. "COVID-19 Testing at Everlywell." Harvard Business School Case 821-001, October 2020. (Revised June 2021.)
      • September 2020 (Revised September 2021)
      • Supplement

      Student Success at Georgia State University (B)

      By: Michael W. Toffel, Robin Mendelson and Julia Kelley
      This is a supplement to the Student Success at Georgia State University (A) case. The (B) case includes the results of a randomized control trial that Georgia State conducted to test education technology start-up AdmitHub’s chatbot solution as a strategy for improving...  View Details
      Keywords: Education; Higher Education; Learning; Curriculum and Courses; Demographics; Diversity; Ethnicity; Income; Race; Values and Beliefs; Leadership; Goals and Objectives; Measurement and Metrics; Operations; Organizations; Mission and Purpose; Organizational Culture; Outcome or Result; Performance; Performance Effectiveness; Performance Evaluation; Performance Improvement; Planning; Strategic Planning; Social Enterprise; Nonprofit Organizations; Social Issues; Wealth and Poverty; Equality and Inequality; Information Technology; Digital Platforms; Education Industry; Atlanta
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      Toffel, Michael W., Robin Mendelson, and Julia Kelley. "Student Success at Georgia State University (B)." Harvard Business School Supplement 621-039, September 2020. (Revised September 2021.)
      • August 2020 (Revised January 2022)
      • Case

      1928 Diagnostics: Fighting Antibiotics Resistance

      By: Ariel D. Stern and Daniela Beyersdorfer
      In 2019, the co-founders of the Swedish medical start-up 1928 Diagnostics, CEO Dr. Kristina Lagerstedt and COO Dr. Susanne Staaf, had to pick the right business model to commercialize their novel technology to hospitals and health care providers. Developed in...  View Details
      Keywords: Health Care and Treatment; Entrepreneurship; Leadership; Science-Based Business; Growth and Development Strategy; Business Growth and Maturation; Business Model; Information Technology; Digital Platforms; Health Disorders; Market Entry and Exit; Value Creation; Business and Stakeholder Relations; Health Industry; Medical Devices and Supplies Industry; Technology Industry; Europe; Sweden
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      Stern, Ariel D., and Daniela Beyersdorfer. "1928 Diagnostics: Fighting Antibiotics Resistance." Harvard Business School Case 621-025, August 2020. (Revised January 2022.)
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