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HubSpot: Lower Churn through Greater CHI, Teaching Note
Avery, Jill; Martinez-Jerez, F. Asis; Steenburgh, ThomasNota del Instructor HBS-116051-EContabilidad y 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...Desde 0,00 €
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Exiting a Successful Business
Sihler, William W.; Crawford, Richard D.; Kelner, JordanNota técnica DARDEN-F-1692-EFinanzasThis note reviews the ways an entrepreneur can exit a successful business, noting the pros and cons as well as the pitfalls of the various alternatives. The exit strategy is an issue that faces all small, closely ___ enterprises.Desde 8,20 €
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Virginia Investment Capital Group, Inc.
Sihler, William W.; Crawford, Richard D.Caso DARDEN-F-1627-EFinanzasThe partners in an angel-investment management group is facing the question of how to get to a scale sufficient to support that company. One option is to stay as is. Another is to shut down. A third is to set up a "sidecar" fund. The final option is to set up SBIC.Desde 8,20 €
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Virginia Investment Capital Group (B)
Sihler, William W.; Crawford, Richard D.Caso DARDEN-F-1694-EFinanzasThe owner of Virginia Investment Capital Group, which needs to survive, is considering turning this "dinner" club investment group into a vehicle for raising funds for small businesses like the "crowdfunding" and similar routes opened by the JOBS Act of 2012.Desde 5,74 €
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HubSpot: Lower Churn though Greater CHI
Martinez-Jerez, F. Asis; Steenburgh, Thomas; Avery, Jill; Brem, LisaCaso HBS-110052-EContabilidad y 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...Desde 8,20 €