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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Managing the Reorganization (Spanish version)
Donnellon, Anne; Gifford, Dun , Jr.Case HBS-212S01Leadership and People Managementhow securities are bought and sold and the types of new products flooding the market.Starting at €8.20
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Medisys Corp.: The IntensCare Product Development Team, Teaching Note
Donnellon, Anne; Margolis, Joshua D.Teaching Note HBS-4062-ELeadership and People ManagementTeaching Note for 4059Starting at €0.00
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Campbell and Bailyn's Boston Office: Managing the Reorganization
Donnellon, Anne; Gifford, Dun , Jr.Case HBS-2182-ELeadership and People ManagementWhen students have the English-language PDF of this Brief Case in a coursepack, they will also have the option to purchase an audio version. Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeopleStarting 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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ZenRecruit: Sales Coaching and Performance Reviews
Roberge, Mark N.Case HBS-817041-EMarketingAmara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two under-performing sales people. This case concerns a metrics-driven sales organization, challenges the students to combine quantitative and qualitative observations to craft productive sales ...Starting at €8.20
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The IntensCare Product Development Team (Spanish version)
Donnellon, Anne; Margolis, Joshua D.Case HBS-413S14Leadership and People ManagementWhen students have the English-language PDF of this Brief Case in a coursepack, they will also have the option to purchase an audio version. Key topics include designing teams, managing teams, managing conflict, group dynamics, project management, product development, interdepartmental relations, and organizational change. MediSys, a U.S.-based medical equipment maker, has been developing IntensCare, a new medical system for monitoring intensive-...Starting at €8.20
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Sonia Millar: Negotiating for the C-Suite, Teaching Note
Margolis, Joshua D.; Donnellon, AnneTeaching Note HBS-920556-ELeadership and People ManagementTeaching note for case 920555.Starting at €0.00