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'It Just Works' (Spanish version)
Eisenmann, Thomas R.; Pao, Michael; Barley, LaurenCase HBS-812S02EntrepreneurshipDropbox is a venture-backed Silicon Valley startup, founded in 2006, that provides online storage and backup services to millions of customers using a "freemium" (free + premium offers) business model. The case recounts Dropbox's history from conception through mid-2010, when founder/CEO Drew Houston must make strategic decisions about new product features, how to target enterprise customers, and whether to pursue distribution deals with smartpho...Starting at €8.20
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Hypothesis-Driven Entrepreneurship: The Lean Startup
Eisenmann, Thomas R.; Ries, Eric; Dillard, SarahCase HBS-812095-EEntrepreneurshipFirms that follow a hypothesis-driven approach to evaluating entrepreneurial opportunity are called "lean startups." Entrepreneurs in these startups translate their vision into falsifiable business model hypotheses, then test the hypotheses using a series of "minimum viable products," each of which represents the smallest set of features/activities needed to rigorously validate a concept. Based on test feedback, entrepreneurs must then decide whe...Starting at €8.20
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Project AgriNova (Spanish version)
Eisenmann, Thomas R.; Bijlani, TanyaCase HBS-816S10EntrepreneurshipIn late 2008, a team from Intuit's office in Bangalore, India is evaluating an opportunity to launch a new venture that would use SMS to deliver crop price information to farmers in India.The case describes the structure of Indian agriculture and the problems experienced by farmers, who were often exploited by middlemen who entered into obtuse private arrangements with wholesale buyers. After five weeks of research, the team concludes that the op...Starting at €8.20
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Staging Two-sided Platforms
Eisenmann, Thomas R.; Hagiu, AndreiCase HBS-808004-EStrategyFirms that aspire to develop two-sided platforms face a formidable challenge. Prospective users on each side will not invest in the platform until they are confident there will be enough users on the other side. Traditional strategies for dealing with this dilemma--subsidizing users or securing their exclusive affiliation--are costly and risky. Describes less costly staged strategies for building two-sided platforms. With the "vendor to two-sided...Starting at €8.20
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Steven Carpenter at Cake Financial
Eisenmann, Thomas R.; Wagonfeld, Alison BerkleyCase HBS-811041-EEntrepreneurshipAfter investing $9 million of venture capital, Cake Financial had failed to reach critical mass. In early 2010 Cake's assets were sold and the company was dissolved. Founded in 2006, the San Francisco-based Internet company allowed users to monitor their investments and communicate with each other about their portfolio strategies. The case recounts key decisions made by founder and CEO Steve Carpenter, including several "pivots" -- shifts in busi...Starting at €8.20
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Keurig: Confidential Information for Negotiation with Green Mountain Coffee Roasters
Eisenmann, Thomas R.; Ghosh, Shikhar; Sebenius, James K.Case HBS-812102-EEntrepreneurshipCase provides confidential information for students assuming the role of senior executives of Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution, in a negotiation to license technology to Green Mountain Coffee Roasters (GMCR). The negotiation will determine the royalty to be paid to Keurig by GMCR, who will bear capital expenditures, and determine whether GMCR secures exclusive distribution rights to Keurig'...Starting at €8.20
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Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig
Eisenmann, Thomas R.; Ghosh, Shikhar; Sebenius, James K.Case HBS-812103-EEntrepreneurshipCase provides confidential information for students assuming the role of Green Mountain Coffee Roasters (GMCR) senior executives in a negotiation to license technology from Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution. The negotiation will determine the royalty to be paid to Keurig by GMCR, who will bear capital expenditures, and determine whether GMCR secures exclusive distribution rights to Keurig's ...Starting at €8.20
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The Product Manager
Bussgang, Jeffrey J.; Eisenmann, Thomas R.; Go, RobCase HBS-812105-EEntrepreneurshipDescribes the role of product manager (PM) in technology companies, detailing: 1) PMs' responsibilities; 2) different ways to organize the product management function; 3) how PMs interact with other functions within technology companies (e.g., engineering, product marketing); 4) how the nature of the PM role varies depending on context (e.g., early vs. late-stage startups, business- vs. engineering driven cultures); and 5) the attributes of effec...Starting at €8.20
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SEAS and HBS in Allston
Eisenmann, Thomas R.; Herman, KerryCase HBS-817064-EStrategyThe case describes opportunities for and barriers to collaboration between the Harvard School of Engineering and Applied Sciences (SEAS) and Harvard Business School as SEAS prepares to move two-thirds of its faculty and classes to a new campus in Allston, 1.5 miles from its current Cambridge location. Companion cases ("SEAS in 2016," 817-063, and "HBS in 2016," 817-062) provide background on the two schools.Starting at €8.20
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Baroo (A): Pet Concierge
Eisenmann, Thomas R.; Ma, Susie L.Case HBS-820011-EEntrepreneurshipBaroo CEO Lindsay Hyde was facing unrest from the board of her pet services startup in August 2017. One board member (and lead investor) was alarmed that Baroo's growth was slowing while it's appetite for funding was accelerating. Hyde wanted to hit the gas and continue expanding to new cities, which meant she needed to raise venture capital. How could she convince the board and potential investors that the business opportunities were too good to...Starting at €8.20