HBSP (USA)
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Entrepreneurial Sales and Marketing Vignettes
Roberge, Mark N.; Cespedes, Frank V.Case HBS-817010-EEntrepreneurshipWhich sales candidate is a startup's ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage founders, sales leaders, and marketing executives often face one, and sometimes all, of the above scenarios as they grow their ventures. This case presents three short vignettes, with three fictitious organizations, to facilitate a discussion around these imp...Starting at €8.20
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Clifford Chance: Mujeres trabajando
Groysberg, Boris; Connolly, Katherine; Marton, StephanieCase HBS-416S13Leadership and People ManagementEra octubre de 2013, y la firma de abogados Clifford Chance mundial venía bajo fuego por segunda vez en menos de un año por supuestamente no proporcionar un ambiente de trabajo propicio para sus asociados femeninos. Un memorando titulado "Hablando con eficacia" se acaba de emitir a las oficinas estadounidenses de la firma y la controversia de inmediato provocado, ya que algunos socios femeninos afirmaron que el asesoramiento específico de género ...Starting at €8.20
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JPMorgan Chase: Tapping an Overlooked Talent Pool
Groysberg, Boris; Connolly, KatherineCase HBS-415066-ELeadership and People ManagementBy the spring of 2014, the pilot had come to an end for JPMorgan Chase's ReEntry Program, a program designed for women coming back to the workforce after a period of time away. Mary Callahan Erdoes, CEO of Asset Management, and her team had to evaluate whether or not the program had been successful. Participants and managers both had provided some anecdotal positive feedback on the program, but Erdoes wanted to know how they could truly calculate...Starting at €8.20
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Drift: The First Sales Hire
Roberge, Mark N.Case HBS-820103-EEntrepreneurshipDavid Cancel and Elias Torres, the co-founders of Drift, scaled their business to thousands of users and hundreds of thousands in revenue. However, they were falling short of the annual revenue target they communicated to the board of directors. Having scaled the business to date with a team of largely product and engineering resources, they contemplated bringing on their first sales hire. Within one week of announcing the plan for the hire, thre...Starting at €8.20
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eSig: Growth Analysis
Roberge, Mark N.; Eisenmann, Thomas R.Case HBS-817009-EEntrepreneurshipthe name and functionality of the actual freemium application upon which the case is based have been disguised.Starting at €8.20
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Clifford Chance: Women at Work
Groysberg, Boris; Connolly, Katherine; Marton, StephanieCase HBS-415038-ELeadership and People ManagementIt was October 2013, and global law firm Clifford Chance was coming under fire for the second time in less than a year for reputedly failing to provide a supportive work environment for its female associates. A memo entitled "Speaking Effectively" was just issued to the U.S. offices of the firm and immediately sparked controversy, as some female associates claimed that the gender-specific advice in the memo was condescending and sexist. This cont...Starting at €8.20