HBSP (USA)
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Big Spaceship: Ready to Go Big
Groysberg, Boris; Slind, MichaelCase HBS-409047-EEntrepreneurshipBig Spaceship, a digital marketing agency, faced a rather big challenge: How to scale the distinctive culture that was essential to its competitive strategy? Renowned for the cutting-edge web sites that it developed to market major Hollywood movies and leading consumer brands, the firm had won numerous awards and garnered considerable attention within the advertising industry. In mid-2008, Big Spaceship remained small (it had fewer than 50 employ...Starting at €8.20
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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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Big Spaceship: Ready to Go Big, Teaching Note
Groysberg, Boris; Slind, MichaelTeaching Note HBS-409087-EEntrepreneurshipTeaching Note for [409047].Starting at €0.00
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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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Troubadour Goods
Roberge, Mark N.; Baraldi, MonicaCase HBS-818064-EEntrepreneurshipStarting at €8.20