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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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Customer-Centric Information and Control Systems in B2B Settings: The Case for Customer-Supplier Partnerships, Module Note for Instructors
Martinez-Jerez, F. AsisTeaching Note HBS-111106-EAccounting and ControlStarting at €0.00
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ProntoWash: Washing the World's Cars to a Tango Beat
Martinez-Jerez, F. Asis; Miller, Katherine M.Case HBS-108037-EProntoWash management considers whether franchising and the Balanced Scorecard could be combined to help customer-facing employees provide consistent service across the world and capture relevant management information. In 2007, ProntoWash, an international car-wash company based in Argentina, was planning for rapid growth throug a combination of owned and franchised operations. CEO Sergio Kompel needed to fina a performance management system tha...Starting at €8.20
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Slots, Tables, and All that Jazz: Managing Customer Profitability at the MGM Grand Hotel, Teaching Note
Campbell, Dennis; Martinez-Jerez, F. AsisTeaching Note HBS-107072-EInformation TechnologiesTeaching note to 106029.Starting at €0.00
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Basic Techniques for the Analysis of Customer Information Using Excel: A Step-by-Step Approach
Martinez-Jerez, F. AsisCase HBS-107073-EService and Operations ManagementProvides a set of easy, step-by-step guides for some analytical techniques that are useful in the analysis of cases discussed in the course "Competing and Winning Through Customer Information"(CWCI). The instructions that follow use datasets from three of the cases in this course: Slots, Tables, and All That Jazz: Managing Customer Profitability at the MGM Grand Hotel; MercadoLibre.com; and Bancaja: Developing Customer Intelligence (A). These dat...Starting at €8.20
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Basic Techniques for the Analysis of Customer Information Using Excel 2007: A Step-by-Step Approach
Martinez-Jerez, F. AsisCase HBS-109052-EInformation TechnologiesThe objective of this note is to provide a set of easy, step-by-step guides for some analytical techniques that are useful in the analysis of cases discussed in the course "Competing and Winning through Customer Information" (CWCI). The instructions that follow use datasets from three of the cases in the course: "Slots, Tables, and All That Jazz: Managing Customer Profitability at the MGM Grand Hotel," HBS No. 106-029, "MercadoLibre.com," HBS No....Starting at €8.20
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Infosys' Relationship Scorecard: Measuring Transformational Partnerships
Miller, Katherine; Kaplan, Robert S.; Martinez-Jerez, F. AsisCase HBS-109006-EKnowledge and CommunicationThis case analyzes Infosys' innovative approach to measuring performance in client relations. Infosys' strategy is evolving to build transformational partnerships from its original position as an outsourcer of end-to-end IT projects. A transformational paStarting at €8.20
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Atento: Managing the Employee Lifecycle in Brazil
Martinez-Jerez, F. Asis; Casas-Arce, Pablo; Ittner, Christopher D.; Petersel, JoshuaCase HBS-114012-ELeadership and People ManagementStarting at €8.20
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Accounting for Business Combinations: Acquisition Method
Hawkins, David F.; Martinez-Jerez, F. AsisCase HBS-108067-EAccounting and ControlA technical note reviewing business combinations and Goodwill accounting, under the Statement of Financial Accounting Standards, No. 141R.Starting at €8.20
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Hala Madrid: Managing Real Madrid Club de Futbol, the Team of the Century
Martinez-Jerez, F. Asis; De Albornoz, Rosario M.Case HBS-105013-EAccounting and ControlFlorentino Perez, the president of Real Madrid, a leading European soccer team, is preparing for a press conference in which he will be asked about his plans for the coming season. Economic success and some sports mishaps during the prior season represent the scenario in which planning decisions are made.Starting at €8.20