This website uses technical, customisation and analytical cookies, both first-party and third-party, to anonymously facilitate browsing and analyse statistics on use of the website. Learn more
Search results
-
Arck Systems (A), (B), (C), (D), (E) and (F), Teaching Note
Larkin, Ian I.Teaching Note HBS-911074-ELeadership and People ManagementTeaching Note for 911056, 911057, 911058, 911059, 911060 and 911073.Starting at €0.00
-
Arck Systems (F)
Larkin, Ian I.Case HBS-911073-ELeadership and People ManagementThe Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the tradeoffs inheren...Starting at €5.74
-
Arck Systems (E)
Larkin, Ian I.Case HBS-911060-ELeadership and People ManagementThe Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the tradeoffs inheren...Starting at €5.74
-
Joyus - Strategic Decisions in the Online Video Shopping Market
Matthew Wong; Darren MeisterCase IVEY-9B16M002-EEntrepreneurship, StrategyJoyus is an ambitious and high-potential company just transitioning out of start-up mode. After three years operating in the growing online video shopping marketplace, all the while developing new technology, business partnerships, and fundraising, Joyus is positioning itself for the next level. The company’s goal is to become the dominant player in the rapidly developing video-based ecommerce marketplace. The chief executive officer and her mana...Starting at €8.20
-
Joyus - Building an Organizational Structure for Scale
Matthew Wong; Darren MeisterCase IVEY-9B16M003-EEntrepreneurship, StrategyJoyus is a growing online video shopping marketplace specializing in women’s health, beauty and fashion products. After three years of operations and having recently secured substantial funding, the company is poised for future growth. The co-founder and chief executive officer faces the difficult challenge of building the right management team and the appropriate organizational structure to support the company’s desired growth. She needs to stru...Starting at €8.20
-
Dropbox: Go-To-Market Sales Strategy
Darren Meister; Matthew WongCase IVEY-9B17M053-EEntrepreneurship, StrategyIn late 2014, Dropbox, the San Francisco-based pioneering cloud-based file storage service, was at an important stage of its growth. Its user base had expanded into hundreds of millions of users globally, and the company was expanding its service offerings to organizations. At the heart of this expansion was the ever-increasing acquisition of customers in the software-as-a-service (SaaS) model. As Dropbox targeted larger customers, it needed to c...Starting at €8.20
-
eBay Partner Network (C)
Edelman, Benjamin; Larkin, Ian I.Case HBS-910012-EService and Operations ManagementSupplements the (A) case.Starting at €5.74
-
Polaris 2008
Darren Meister; Rua-Huan TsaihCase IVEY-9B08E011-EInformation Technologies, StrategyThe chairman of Taiwan-based Polaris Securities Co. Ltd. (Polaris Securities), announced approval of Polaris' investment plans in Singapore, Vietnam and Abu Dhabi. The chairman's name was known in Taiwan as synonymous with innovation and entrepreneurship. He had experienced great success in launching an information technology strategy and related complementary assets for online stock trading and online transactions. With a prominent performance, ...Starting at €8.20
-
eBay Partner Network (A)
Edelman, Benjamin; Larkin, Ian I.Case HBS-910008-EService and Operations ManagementeBay considers adjustments to the structure and rules of its affiliate marketing program, eBay Partner Network (ePN). In particular, eBay reevaluates affiliate compensation structure, the role of bonuses for especially productive affiliates, and the overall rationale for outsourcing online marketing efforts to independent affiliates. The case presents the history and development of ePN, ePN's importance to eBay, and the mechanics of online affili...Starting at €8.20
-
V-Cola, Teaching Note
Larkin, Ian I.Teaching Note HBS-912042-ETeaching Note for 912043, 912044, 912045, 912046, 912047, 912048, and 912049.Starting at €0.00