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Skip to content The HBS Digital Initiative brings together perspectives across disciplines to help people understand how technology is transforming...
- April 2021
- Case
ClearChoice Dental Implant Centers
By: Robert S. Kaplan, Ashiana Jivraj and Jane Barrow
The case illustrates the application of value-based health care to dental medicine. ClearChoice Dental Implant Centers was a rapidly-growing network of dentist-owned independent implant clinics. The targeted market included 23 million people, 15% of the US adult...
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- March 2021
- Teaching Note
Afterpay U.S.: The Omnichannel Dilemma
By: Antonio Moreno and Anibha Singh
In 2018, Nick Molnar, the founder of the Australia-based online payment service Afterpay began its expansion to the U.S. market. The service had gained a loyal following in Australia by enabling customers to pay for online purchases through four interest-free...
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Keywords:
Online Advertising;
Business Startups;
Business Growth and Maturation;
Business Model;
Business Organization;
For-Profit Firms;
Change Management;
Customer Value and Value Chain;
Customer Relationship Management;
Customer Satisfaction;
Financing and Loans;
Microfinance;
Global Strategy;
Marketing Strategy;
Market Entry and Exit;
Market Platforms;
Multi-Sided Platforms;
Product Development;
Supply Chain Management;
Business and Stakeholder Relations;
Networks;
Network Effects;
Online Technology;
Financial Services Industry;
Technology Industry;
United States;
Australia
- March 2021
- 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...
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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;
Technology Platform;
Online Technology;
Technology Industry;
United States
- March 2021
- Case
Dasra: From Strategic Philanthropy to Field Building
By: V. Kasturi Rangan and Tanya Bijlani
Dasra, a pioneer in the Indian Strategic Philanthropy space founded by a husband and wife team, had grown and evolved with the fast changing philanthropy scene in India. By 2017 it had managed to raise nearly $100 million of new capital for NGOs and Nonprofits in...
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- February 2021
- Case
A Cultural Transformation at Southeastern Grocers
By: Suraj Srinivasan, Jonah S. Goldberg and Joseph A. Paul
When Anthony Hucker, the CEO of Southeastern Grocers (SEG), took over in that role in July 2017, the company was in dire financial and operational condition and was headed towards bankruptcy. SEG, the fifth largest grocery chain in the U.S. in early 2021, operated...
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- January 2021
- Supplement
A Half-Deal
By: Marco Di Maggio, Pedro Levindo and Carla Larangeira
In June 2020, XP and Itaú faced intensified competition and tension in their partnership, with the latter owning a minority stake at XP. Two years earlier, in May 2017, Itaú had announced it would acquire 49.9% of XP for $1.8 billion, followed by three additional...
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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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- 2020
- Chapter
Luxury Tourism and Environmentalism
By: G. Jones
This chapter examines the evolution of luxury tourism and its environmental impact. Whilst mass tourism is widely seen as environmentally damaging, the impact of luxury tourism is nuanced. During the first stage of the growth in the nineteenth century, the numbers of...
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- September 2020 (Revised December 2020)
- Case
Hot Wheels at Mattel: Reinventing the Wheel
By: Elie Ofek, Andres Terech and Nicole Tempest Keller
In 2017, Chris Down, Global Brand General Manager for Hot Wheels, and his team from the Advanced Play Group within Mattel, Inc., were considering which innovation path to pursue in order to "future proof" the Hot Wheels franchise going forward. Hot Wheels was the...
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- September 2020
- Case
Disrupting Justice at RightNow: Persevere, Pivot or Perish
By: Shikhar Ghosh and Amir Reza Rezvani
The case examines the focus of an early stage company, and how an unexpected external incidence can threaten or void the business model. It encompasses issues such as defining and pivoting a business model, organizational requirements for a pivot, investor relations,...
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- September 2020
- Case
Disrupting Justice at RightNow: Rich or King
By: Shikhar Ghosh and Amir Reza Rezvani
The case examines issues such as cascading problems within the organization, changing founder roles, founder success criteria, as well as company exit consideration. In 2017, Dr. Torben Antretter, a former competitive tennis player and academic researcher, founded...
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- September 2020
- Case
Lojas Americanas: Project DNA and the 'People Machine'
By: Boris Groysberg, Eric Lin and Sarah L. Abbott
Lojas Americanas (“Americanas”) was one of the largest retailers in Brazil. Via its stores, digital platform and Innovation Engine, the company served more than 38 million people. In recent years, Americanas had enjoyed rapid growth; growing from 98 stores in 2001 to...
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- September 2020
- Teaching Note
Miami's Tech Future (A): Twenty-first Century Changes and Challenges
By: Rosabeth Moss Kanter and Joyce J. Kim
In the decade starting in 2000, a new mayor focused on infrastructure and leadership from a foundation investing in arts and culture helped the Miami region transform and attract younger people to a newly vibrant central city and arts district. In 2011, the Knight...
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- July–August 2020
- Article
Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market
By: Lingling Zhang and Doug J. Chung
The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique...
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- May 2020 (Revised July 2020)
- Case
Justice-as-a-Service at RightNow
By: Shikhar Ghosh and Amir Reza Rezvani
The case examines the focus of an early stage company, and how an unexpected external incidence can threaten or void the business model. It encompasses issues such as minimal viable product, defining and pivoting a business model, organizational requirements for a...
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- April 2020
- Teaching Note
Glossier: Co-Creating a Cult Brand with a Digital Community
By: Jill Avery
Teaching Note for HBS No. 519-022. Flush with cash from its Series C fundraise, cult beauty brand Glossier considers its next phase of growth, facing critical decisions on how to allocate its capital to support various marketing communications and distribution...
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Keywords:
Digital Marketing;
Crowdsourcing;
Social Media;
CRM;
Startup;
Direct-to-consumer;
DTC;
Marketing;
Marketing Strategy;
Brands and Branding;
Consumer Behavior;
Customer Relationship Management;
Venture Capital;
Business Startups;
Entrepreneurship;
Beauty and Cosmetics Industry;
United States
- March 2020
- Teaching Note
onefinestay: Building a Luxury Experience in the Sharing Economy
By: Jill Avery and Anat Keinan
onefinestay was a two-sided marketplace that offered high-end home rentals to travelers who sought a more authentic and local experience than a typical upscale hotel might provide. After five years of rapid growth, it was time to do a comprehensive analysis of the...
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Keywords:
Two-sided Marketplace;
Two-sided Market;
Hospitality Industry;
Hotels;
Luxury Brand;
Sharing Economy;
Startup;
Scaling;
Growth;
Customer Segmentation;
Brand Positioning;
Marketing;
Marketing Strategy;
Brands and Branding;
Luxury;
Entrepreneurship;
Business Startups;
Business Model;
Venture Capital;
Customers;
Segmentation;
Growth and Development Strategy;
Travel Industry;
Tourism Industry;
Accommodations Industry;
United Kingdom;
London;
Europe
- March 2020 (Revised November 2020)
- Case
FinTech Hive at DIFC: Creating a Fintech Ecosystem in Dubai
By: Marco Di Maggio and Gamze Yucaoglu
The case opens in 2019 as Raja Al Mazrouei, executive vice president of FinTech Hive (the Hive) at the Dubai International Financial Centre (DIFC), the first and largest financial technology accelerator in the Middle East, Africa and South Asia region, contemplates her...
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- Article
Association of the Meaningful Use Electronic Health Record Incentive Program with Health Information Technology Venture Capital Funding
By: Samuel Lite, William J. Gordon and Ariel Dora Stern
IMPORTANCE
Although the Health Information Technology for Economic and Clinical Health (HITECH) Act has accelerated electronic health record (EHR) adoption since its passage, clinician satisfaction with EHRs remains low, and the association of HITECH with health... View Details
Although the Health Information Technology for Economic and Clinical Health (HITECH) Act has accelerated electronic health record (EHR) adoption since its passage, clinician satisfaction with EHRs remains low, and the association of HITECH with health... View Details
- January 2020
- Case
Freelancer, Ltd.
By: Christopher Stanton, Karim R. Lakhani, Jennifer L. Hoffman, Jin Hyun Paik and Nina Cohodes
Over the course of the 2010s, the rapid advancement of mobile technologies and the rise of online freelancing platforms seemed to portend a radical transformation of labor markets into on-demand, flexible talent pools. Even though several Fortune 500...
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