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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Granite Equity Partners
Ivashina, Victoria; Boyar, JeffreyCase HBS-219040-EFinanceStarting 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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Granite Equity Partners (Spanish version)
Ivashina, Victoria; Boyar, JeffreyCase HBS-220S03FinanceStarting at €8.20
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HubSpot and Motion AI: Chatbot-Enabled CRM, Teaching Note
Avery, Jill; Steenburgh, ThomasTeaching Note HBS-520100-EMarketingTeaching note for case 518067.Starting at €0.00
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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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Berkshire Partners: Party City
Ivashina, Victoria; Boyar, JeffreyCase HBS-218028-EFinanceIn 2005, Berkshire Partners, a Boston-based private equity firm specializing in growth equity, was one year into their ownership of Amscan, the market leader of designed, manufactured, and distributed decorated party goods and accessories. However, Amscan's primary customer, party retail store Party City, was making aggressive moves to backwards integrate and cut into Amscan's profit pool. Even if Party City failed at its attempt, it could cause ...Starting at €8.20
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Berkshire Partners: Party City, Teaching Note
Ivashina, Victoria; Boyar, JeffreyTeaching Note HBS-218125-EFinanceTeaching note for case 218028.Starting at €0.00
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HubSpot: Lower Churn through Greater CHI, Teaching Note
Avery, Jill; Martinez-Jerez, F. Asis; Steenburgh, ThomasTeaching Note HBS-116051-EAccounting and ControlTeaching note for case 110052. HubSpot, a web marketing startup selling inbound marketing software to small- and medium-sized businesses, is under pressure from its venture capital partners to rapidly acquire new customers and to maintain a low level of customer churn. The B2B SaaS company is in the midst of pursuing a Series C round of funding. To do so requires them to bring their business metrics into line with VC expectations and peer compan...Starting at €0.00
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SoundCloud: Subscription Streaming
Nanda, Ashish; Van Den Steen, Eric; Wu, Andy; Boyar, Jeffrey; Bennett Slater, BonnieCase HBS-719430-EStrategyThis case study examines the open innovation journey at Fujitsu, a global information and communication technology company. The case ends with the location decision between Tokyo, Japan, downtown San Francisco or Sunnyvale, California, regarding establishing a small unit for the purpose of institutionalizing Fujitsu's open innovation journey. Mohi Ahmed, together with Mikito Kiname and Tango Matsumoto, embarked on the journey to strengthen Fujits...Starting at €8.20