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Dendrite International (Spanish Version)
Cespedes, Frank V.; Bell, MarieCase HBS-507S07MarketingDendrita International es un proveedor $ 23 de millones (1992 ingresos) de software de automatización de ventas para las compañías farmacéuticas en Europa, Japón y Estados Unidos. La estrategia de la firma ha dependido de ser un proveedor de servicio completo a las empresas multinacionales. Inminentes cambios en la industria farmacéutica, así como los desarrollos tecnológicos y competitivos, han planteado cuestiones relativas a los mejores medios...Starting at €8.20
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Gotong Royong: Toward Sustainable Palm Oil
Henderson, Rebecca M.; Yew, Hann-Shuin; Baraldi, MonicaCase HBS-316124-EKnowledge and CommunicationIn late 2015, Jeff Seabright, Chief Sustainability Officer at Unilever, had to report to Unilever CEO Paul Polman on the effort to transform the cultivation of oil palm. Historically, palm oil was produced using unsustainable methods that included burningStarting at €8.20
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Mahindra Lifespace Developers' Venture into Affordable Housing, Teaching Note
Fuller, Joseph B.; Baraldi, MonicaTeaching Note HBS-317029-EEntrepreneurshipTeaching note for case 315082.Starting at €0.00
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Cola Wars: Going Global
Cespedes, Frank V.Case HBS-709451-EStrategyThis case is meant to be used in conjunction with the extant "Cola Wars" case studies. It outlines the global positions of Pepsi and Coca-Cola as of 2008 in the soft drink market, and then provides an overview of their competitive situations in three markets: Mexico, China, and India. The case raises the issue of whether any or all of these markets are a) structurally attractive for soft drink firms, and b) if so, how can Pepsi best "catch-up" wi...Starting at €8.20
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Greenkraft: Ensuring Sustainability During and Post COVID-19
Jaydeep MukherjeeCase IVEY-W31072-EStrategyGreenkraft Private Limited (Greenkraft) supplied artisanal products to global clients and was an India-based not-for-profit organization. The company worked to address the socio-economic needs of artisan women. For 800 women workers, the Greenkraft production unit symbolized independence and pride, motivating them to work and deliver quality output. During the COVID-19 pandemic, Greenkraft was compelled to adopt home production to supplement prod...Starting at €8.20
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Mantra Ayurveda: Scaling Direct-To-Consumer Marketing
Aditi Saini; Jaydeep MukherjeeCase IVEY-W25497-EMarketing, StrategyMantra Ayurveda (Mantra), established in India in 2020, manufactured and marketed luxury Ayurvedic skin care and hair care products. The brand’s equity in the Indian market was low, its performance marketing efforts were not leading to expected revenue gains, and the revenue from direct-to-consumer (DTC) initiatives had experienced a negligible uptick in financial year (FY) 2020–21. In April 2021, the chief executive officer would have to convinc...Starting at €8.20
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Sales Compensation Vignettes
Cespedes, Frank V.Case HBS-816092-EMarketingThis 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 "smart" waste receptacle venture that is changing its business model. The case allows for the comparison and contrast of the roles of sales compensation in different ventures with ...Starting at €8.20
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Oversight Systems
Cespedes, Frank V.; Migdal, AmramCase HBS-817015-EMarketingThe case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia-based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. Included is an overview of Oversight's founding and the evolution of its offering from customized software analytics to pre-packaged software-as-a-service (SaaS) bundles, called Insights on...Starting at €8.20
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Formlabs: Selling a New 3D Printer, Teaching Note
Cespedes, Frank V.Teaching Note HBS-818127-ETeaching note for case 817001.Starting at €0.00
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Boosting Boost: Charting Growth Opportunities
Jaydeep Mukherjee; Sriram PadmanabhanCase IVEY-9B15A003-EMarketing, StrategyThe general manager of GlaxoSmithKline India has been tasked to increase annual sales of the health food drink Boost to upwards of 18 per cent, without any significant change in contribution margins.Repositioning the brand could increase the size of the target market, but may also jeopardize the brand’s sharply defined positioning. Attempting expansion of the distribution network, where the competition is strong and deeply entrenched, might strai...Starting at €8.20