HBSP (USA)
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Customer Lifetime Value Analysis (Spanish version)
Steenburgh, Thomas; Avery, JillCase HBS-519S01Marketingasset acquisition - attracting new customers to the firm, asset maximization - maximizing the value the firm extracts from each customer, and asset retention - retaining existing customers for the long term. The note gives students a foundation for analyzing marketing cases, as well as providing an analytical structure and process for completing a marketing plan. The note is accompanied by a free Excel worksheet which contains sample problems, p...Starting at €8.20
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HubSpot: Lower Churn though Greater CHI
Martinez-Jerez, F. Asis; Steenburgh, Thomas; Avery, Jill; Brem, LisaCase HBS-110052-EAccounting and ControlHubSpot, a web marketing startup is under pressure from VCs to rapidly acquire new customers and to maintain a low level of customer churn. In the case, students explore the drivers of customer churn and uncover opportunities to increase customer retention across the customer selection, selling, and training processes. Students assess a metric, CHI (Customer Happiness Index) which HubSpot uses to predict which customers will churn, and suggest al...Starting at €8.20
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Nanosolar, Inc.
Steenburgh, Thomas; Wagonfeld, Alison BerkleyCase HBS-510037-EMarketingNanosolar is a start-up company in the clean tech sector. It expects to be one of the first manufacturers to produce thin-film solar panels using copper indium gallium (di)selenide (CIGS) technology. Although this technology is less efficient in producing electricity than polysilicone, it is much less costly too. As it is about to enter the market, Nanosolar is facing the decision on which market to enter. Should it attempt to go into the Europea...Starting at €8.20
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The Deepwater Horizon Oil Spill: Responding to the Crisis in the Gulf of Mexico
Ahlers, Doug; Weeks, JenniferCase HBS-KS1224-EOn April 20, 2010 an explosion rocked the Deepwater Horizon drilling rig in the Gulf of Mexico 41 miles off the coast of Louisiana. BP was using the Deepwater Horizon to drill an "ultra-deep" offshore well. The explosion was the result of a "blowout" of the wellhead at the seabed of the Gulf of Mexico, 5,000 beneath the drilling rig. BP was unable to cap the leaking well for nearly 3 months while oil spilled out of the wellhead at a rate of 35,00...Starting at €8.20
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Serious Materials
Steenburgh, Thomas; Kind, LizCase HBS-511111-EMarketingSerious Materials is a start up who is moving into clean tech markets. The company's first product, QuietRock, originated the sound proofing drywall category and created a steady stream of revenue. It was now considering how to expand its product line to compete in the rapidly developing green building markets. How should Serious Materials go to market when they launch their highly anticipated Serious Windows and EcoRock product lines? What do th...Starting at €8.20
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"Miracle on the Hudson" (A): Landing U.S. Airways Flight 1549
Weeks, Jennifer; Howitt, Arnold; Leonard, DutchCase HBS-HKS713-ELeadership and People ManagementOn January 15, 2009, shortly after takeoff from LaGuardia Airport, US Airways Flight 1549 struck a flock of Canada geese. The geese were then sucked into the plane's twin engines, causing total engine failure and the loss of power. Case A of this three-part series recounts how over the following four minutes, Flight 1549's Captain Chesley "Sully" Sullenberger and First Officer Jeffrey Skiles grappled with a variety of extreme challenges. Not only...Starting at €8.20
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Health Care Reform in Massachusetts: Impacts on Public Health
Howitt, Arnold; Weeks, JenniferCase HBS-HKS762-EEconomicsIn 2006, with healthcare costs and the number of uninsured rising, Massachusetts passed landmark legislation that aimed to provide health insurance to everyone in the state. A product of bipartisan collaboration between a legislature dominated by Democrats and a Republican governor, the law contained several major innovations, including: mandates requiring residents to purchase health insurance and businesses to contribute toward employees' healt...Starting at €8.20
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Wellness is Everyone's Business: Public-Private Partnerships for Health in Minnesota
Howitt, Arnold M.; Weeks, JenniferCase HBS-HKS774-EEconomicsLike many other states at the time, Minnesota found itself facing several serious long-term public health challenges in the mid- and late-2000s, including rapidly rising health care costs and residents' increasing vulnerability to chronic diseases arising from unhealthy behaviors like smoking as well as higher obesity rates. Compounding these challenges, in 2008 a major economic recession took hold across the country, prompting states to target h...Starting at €8.20
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"Miracle on the Hudson" (B): Rescuing Passengers and Raising the Plane
Weeks, Jennifer; Howitt, Arnold; Leonard, DutchCase HBS-HKS714-ELeadership and People ManagementSupplement for case HKS713Starting at €5.74
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"Miracle on the Hudson" (C): Epilogue
Weeks, Jennifer; Howitt, Arnold; Leonard, DutchCase HBS-HKS715-ELeadership and People ManagementSupplement for case HKS713Starting at €5.74