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Publications

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    • Faculty Publications  (41)

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    • All HBS Web  (1,598)
      • Faculty Publications  (41)

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      Establishing Teams: How Does It Change Practice Configuration, Size, and Composition?
      Leadership and Teaming
      → Search All HBS Web
      • March 2021
      • Case

      Seeding and Selling Asana

      By: Jeffrey F. Rayport, Susie Ma and Amram Migdal
      This case explores a radical new way of organizing a sales team to sell a SaaS product with tremendous organic growth. In 2019, Oliver Jay was head of global revenue and business development at Asana, a company whose namesake product was a work management software app...  View Details
      Keywords: Saas; Customer Journey; Sales; Salesforce Management; Technology; Software; 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.
      • December 2020 (Revised February 2021)
      • Supplement

      Michael Ku and Global Clinical Supply at Pfizer Inc.: Bringing Hope to Patients (B)

      By: Linda A. Hill and Emily Tedards
      In 2011, Michael Ku became Pfizer’s Vice President of Global Clinical Supply (GCS) after the company had undergone three large-scale mergers and acquisitions. As Ku and his new leadership team set out to build a proactive, end-to-end, digital and physical clinical...  View Details
      Keywords: Digital Technology; Customer-centricity; Innovation; Customer Focus; Talent; Talent Management; Leadership; Innovation and Invention; Transformation; Organizational Culture; Customer Focus and Relationships; Change Management; Talent and Talent Management; Supply Chain; Mission and Purpose
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      Hill, Linda A., and Emily Tedards. "Michael Ku and Global Clinical Supply at Pfizer Inc.: Bringing Hope to Patients (B)." Harvard Business School Supplement 421-037, December 2020. (Revised February 2021.)
      • 2020
      • Working Paper

      Determinants of Early-Stage Startup Performance: Survey Results

      By: Thomas R. Eisenmann
      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...  View Details
      Keywords: Startups; Survey Research; Performance Analysis; Entrepreneurship; Performance; Analysis; Business Startups; Failure; Surveys
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      Eisenmann, Thomas R. "Determinants of Early-Stage Startup Performance: Survey Results." Harvard Business School Working Paper, No. 21-057, October 2020.
      • May 2020
      • Teaching Note

      Talismark

      By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
      Teaching Note for HBS Case No. 211-097. Talismark negotiated waste hauling contracts for small and medium size companies. Its owners, Charles Muszynski and Marshall Staiman, were able to grow the business by more than 30% per year since it was founded, but believed...  View Details
      Keywords: Small Business; Small Business Administration; Infrastructure; Restructuring; Business Processes; Information Management; Sales; Organizational Change and Adaptation; Wastes and Waste Processing
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      Ruback, Richard S., Royce Yudkoff, and Ahron Rosenfeld. "Talismark." Harvard Business School Teaching Note 220-092, May 2020.
      • April 2020
      • Case

      The Board's Role in Refocusing Bahrain Development Bank

      By: Paul M. Healy and Alpana Thapar
      In March 2016, Bahrain Development Bank’s (BDB) existing board term came to an end and Khalid Al Rumaihi was appointed the new chairman. Determining a need for change, he immediately overhauled the board and replaced BDB’s long-standing CEO. The new board quickly...  View Details
      Keywords: Board Of Directors; Governing and Advisory Boards; Organizational Change and Adaptation; Change Management; Banking Industry; Bahrain
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      Healy, Paul M., and Alpana Thapar. "The Board's Role in Refocusing Bahrain Development Bank." Harvard Business School Case 120-099, April 2020.
      • September 2019
      • Case

      Dementia Discovery Fund

      By: Richard G. Hamermesh, Kathy Giusti and Sarah Gulick
      The case is set in March 2019, and tells the story of the founding of the Dementia Discovery Fund (DDF). The idea for the fund began in 2015, when then-Prime Minister David Cameron spoke about the importance of making breakthroughs in dementia research, and pledged...  View Details
      Keywords: Venture Capital; Investment Funds; Mission and Purpose; Recruitment; Health Care and Treatment; Pharmaceutical Industry; Financial Services Industry; Boston; Massachusetts; London; England
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      Hamermesh, Richard G., Kathy Giusti, and Sarah Gulick. "Dementia Discovery Fund." Harvard Business School Case 820-045, September 2019.
      • July 2019 (Revised January 2021)
      • Case

      Acelerex

      By: John R. Wells and Benjamin Weinstock
      In early 2019, Randell Johnson, Founder and Chief Executive of Acelerex, was reflecting on the company’s first year of rapid growth and the challenges of scaling the business that lay ahead. Acelerex was riding the waves of change taking place in electrical power grids...  View Details
      Keywords: Energy; Energy Sources; Growth Management; Expansion; Global Strategy; Cash Flow; Energy Industry; Web Services Industry; Consulting Industry
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      Wells, John R., and Benjamin Weinstock. "Acelerex." Harvard Business School Case 720-360, July 2019. (Revised January 2021.)
      • June 2019 (Revised February 2020)
      • Case

      Eric Hawkins Leading Agile Teams @ Digitally-Born AppFolio (A)

      By: Tsedal Neeley, Paul Leonardi and Michael Norris
      Eric Hawkins, director of engineering at AppFolio—a digital technology firm that offered cloud-based business software to small and medium sized companies—was shocked by an unusual request from his senior leadership team. Could Hawkins and one of his agile teams build...  View Details
      Keywords: Digital Transformation; Values; Agile; Vision; Corporate Culture; Leadership; Values and Beliefs; Organizational Culture; Decision Choices and Conditions; Technology Industry; United States; California
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      Neeley, Tsedal, Paul Leonardi, and Michael Norris. "Eric Hawkins Leading Agile Teams @ Digitally-Born AppFolio (A)." Harvard Business School Case 419-066, June 2019. (Revised February 2020.)
      • August 2018
      • Case

      Enfoca: Private Equity in Peru

      By: Victoria Ivashina and Jeffrey Boyar
      This case follows Enfoca, Peru’s largest local private equity firm and its portfolio company Maestro, a leading player in Peru’s hardware retail market. Peru’s GDP growth between 2008 and 2014 was the highest of any Latin American country. Growth of the Peruvian middle...  View Details
      Keywords: Private Equity; Emerging Markets; Capital Markets; Transition; Strategy; Peru
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      Ivashina, Victoria, and Jeffrey Boyar. "Enfoca: Private Equity in Peru." Harvard Business School Case 219-030, August 2018.
      • August 2017 (Revised November 2017)
      • Case

      VTS

      By: Mark Roberge and Michael Roberts
      The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real estate industry and has designed a Go-to-Market strategy for what the founders perceive to be the unique...  View Details
      Keywords: Salesforce Management; Compensation and Benefits; Managerial Roles; New York (city, NY)
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      Roberge, Mark, and Michael Roberts. "VTS." Harvard Business School Case 818-048, August 2017. (Revised November 2017.)
      • February 2017
      • Case

      BlaBlaCar: The Road Ahead...

      By: Karim R. Lakhani, Arun Sundararajan, Emilie Billaud and Caroline Caltagirone
      In 2017, the co-founders of BlaBlaCar—the world’s largest long-distance carpooling company—reflected on the evolution of their venture and the way forward. BlaBlaCar had reached critical mass and size; yet staying still was not going to be enough to be relevant and...  View Details
      Keywords: Business Growth and Maturation; Business Startups; Transformation; Decision Making; Values and Beliefs; Growth and Development Strategy; Market Platforms; Network Effects; Strategic Planning; Competitive Strategy; Expansion; Internet; Online Technology; Search Technology; Transportation Networks; Transportation Industry; Web Services Industry; France; Europe
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      Lakhani, Karim R., Arun Sundararajan, Emilie Billaud, and Caroline Caltagirone. "BlaBlaCar: The Road Ahead..." Harvard Business School Case 617-050, February 2017.
      • December 2016
      • Article

      Social Network Utilization and the Impact of Academic Research in Marketing

      By: Stav Rosenzweig, Amir Grinstein and Elie Ofek
      The forces that drive the impact of academic research articles in the marketing discipline are of great interests to authors, editors, and the discipline’s policy makers. A key understudied driver is social network utilization by academic researchers. In this paper, we...  View Details
      Keywords: Social Networks; Academic Reserach; Human Capital; Country Of Origin; Scientometrics; Social and Collaborative Networks; Research; Marketing; Gender; Human Resources
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      Rosenzweig, Stav, Amir Grinstein, and Elie Ofek. "Social Network Utilization and the Impact of Academic Research in Marketing." International Journal of Research in Marketing 33, no. 4 (December 2016): 818–839.
      • October 2016
      • Case

      Triangulate: Stay, Pivot or Exit?

      By: Thomas Eisenmann, Shikhar Ghosh and Christopher Payton
      Sunil Nagaraj, Triangulate's founder had spent a few years trying to launch a dating application that matched users based on their behavior on social media. Based on input from advisors, the company changed its focus from a B2B site to a B2C dating site with a unique...  View Details
      Keywords: Early Stage; Pivot; Two Sided Markets; Business Model; Business Exit or Shutdown; Product Launch; Venture Capital; Failure; Internet; Entrepreneurship; Technology; Social and Collaborative Networks; United States; North America
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      Eisenmann, Thomas, Shikhar Ghosh, and Christopher Payton. "Triangulate: Stay, Pivot or Exit?" Harvard Business School Case 817-059, October 2016.
      • October 2016
      • Case

      Supercell

      By: William R. Kerr, Benjamin F. Jones and Alexis Brownell
      Supercell is a young Finnish smartphone game company with an unusual team structure and company philosophy. It is already one of Finland’s most valuable companies, and despite being only six years old, it has put up some impressive numbers: as of 2016, it has released...  View Details
      Keywords: Supercell; Finland; Video Games; Firm Structure; Startups; Games, Gaming, and Gambling; Groups and Teams; Video Game Industry; Finland
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      Kerr, William R., Benjamin F. Jones, and Alexis Brownell. "Supercell." Harvard Business School Case 817-052, October 2016.
      • 2016
      • Article

      Organizational Decision-Making and Information: Angel Investments by Venture Capital Partners

      By: Andy Wu
      We study information aggregation in organizational decision-making for the financing of entrepreneurial ventures. We introduce a formal model of voting where agents face costly tacit information to improve their decision quality. Equilibrium outcomes suggest a...  View Details
      Keywords: Entrepreneurial Finance; Angel Investors; Organization Design; Voting; Group Decision-making; Information; Strategy; Organizations; Entrepreneurship; Decision Making; Financing and Loans
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      Wu, Andy. "Organizational Decision-Making and Information: Angel Investments by Venture Capital Partners." Academy of Management Best Paper Proceedings (2016): 189–194.
      • June 2016
      • Case

      Duff & Phelps: Scaling an Entrepreneurial Venture (A)

      By: Lynda M. Applegate and David Lane
      Having teamed up to launch their own financial services business, Noah Gottdiener and Jacob Silverman soon discover a venerable brand and viable business in an established bank subsidiary. They then work for many months to acquire the business as a platform for...  View Details
      Keywords: Duff & Phelps; Entrepreneurial Management; Mergers & Acquisitions; Entrepreneurial Financing; Entrepreneurship; Mergers and Acquisitions; Integration; Business Model; Growth and Development Strategy; Financial Services Industry
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      Applegate, Lynda M., and David Lane. "Duff & Phelps: Scaling an Entrepreneurial Venture (A)." Harvard Business School Case 816-041, June 2016.
      • September 2015 (Revised July 2016)
      • Case

      Turkish Airlines: Widen Your World

      By: Juan Alcácer and Esel Çekin
      This case tracks Turkish Airlines' transition from regional player to global powerhouse. With an order for 212 aircraft in the first half of 2013, the airline had moved to double its size and become one of the industry's top-ten players. Growing its fleet would allow...  View Details
      Keywords: Strategy; Operational Complexity; Capacity Constraints; Profitable Growth; Subsidiary Management; Externalities; Emerging Market; Globalized Firms and Management; Competition; Air Transportation; Alliances; Corporate Strategy; Emerging Markets; Growth and Development Strategy; Air Transportation Industry; Turkey
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      Alcácer, Juan, and Esel Çekin. "Turkish Airlines: Widen Your World." Harvard Business School Case 716-408, September 2015. (Revised July 2016.)
      • July 16, 2015
      • Article

      How Small Businesses Can Fend Off Hackers

      By: Lou Shipley
      If you wanted to hack a business, which one would you pick: A Fortune 500 company with a large digital-security budget and a team dedicated to protecting its cyberassets? Or a small enterprise that doesn’t employ a single IT security specialist? Security breaches at...  View Details
      Keywords: Hack; Data Security; Small Business; Data and Data Sets; Safety; Technology
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      Shipley, Lou. "How Small Businesses Can Fend Off Hackers." Wall Street Journal (July 16, 2015).
      • January 2015 (Revised January 2017)
      • Case

      Curriculum Associates: Turning the Page from Tradition to Innovation

      By: John J-H Kim and Christine S. An
      Set in Fall 2014, the traditional textbook publishing industry is being transformed by technological innovations and new student achievement standards. This case chronicles how Rob Waldron, CEO, and his team bring Curriculum Associates (CA), a traditional supplemental...  View Details
      Keywords: Education Technology; Saas; Turnaround; Textbook Publishing; Innovation; Sales Cycle; Hr Strategy; Privately-funded Businesses; Sustainable Growth; Product Development Strategy; Organizational Change and Adaptation; Technological Innovation; Competitive Advantage; Publishing Industry
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      Kim, John J-H, and Christine S. An. "Curriculum Associates: Turning the Page from Tradition to Innovation." Harvard Business School Case 315-053, January 2015. (Revised January 2017.)
      • November 2014
      • Case

      Nestlé SA, 2014

      By: John R. Wells and Galen Danskin
      In 2014, Nestlé was the largest producer of packaged foods and beverages in the world. 2013 revenues were $103.7 billion and operating profits $16.1 billion (15.5% of sales). The company owned 29 mega brands, each generating more than Euro 1 billion ($1.25 billion)....  View Details
      Keywords: Consumer Products; Acquisitions; Strategy; Consumer Products Industry; Europe
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      Wells, John R., and Galen Danskin. "Nestlé SA, 2014." Harvard Business School Case 715-428, November 2014.
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      Establishing Teams: How Does It Change Practice Configuration, Size, and Composition?
      Leadership and Teaming
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