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InsightSquared: Developing the Sales and Marketing Plan
Roberge, Mark N.; Eisenmann, Thomas R.; Cespedes, Frank V.Caso HBS-816074-EMarketingDesde 8,20 €
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P.V. Technologies, Inc.: Were They Asleep at the Switch, Teaching Note
Cespedes, Frank V.; Badame, DianeNota del Instructor HBS-913506-EMarketingTeaching Note for Product #913505.Desde 0,00 €
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Basecamp: Pricing, Teaching Note
Cespedes, Frank V.Nota del Instructor HBS-817128-EIniciativa emprendedoraPricing" in which a data analyst at Basecamp is evaluating the results of pricing research and its potential implications for the venture's latest version of its project management software product.Desde 0,00 €
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InsideSales.com (A)
Cespedes, Frank V.Caso HBS-817018-EIniciativa emprendedoraThis case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements, after-sale services, and the implications for organizing and deploying sales resources at InsideSales.com.Desde 8,20 €
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Customer Visits for Entrepreneurs
Cespedes, Frank V.Caso HBS-812098-EIniciativa emprendedoraProvides practical guidelines for conducting customer visits to explore and validate demand for an entrepreneurial offering. Reviews conditions under which visits will yield superior insights, compared to other research methods. Describes criteria for selecting visit sites; how to plan for visits; how to conduct them most effectively; and how to debrief after visits. The note is therefore relevant to MBA, Executive Education, Field Study, or proj...Desde 8,20 €
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Augmedix
Cespedes, Frank V.; Rachlin, Alexandra N.Caso HBS-817048-EIniciativa emprendedoraIn April 2015, Ian Shakil and Pelu Tran, co-founders of Augmedix, are discussing how to grow their emerging health care startup. The company's sole product, also called Augmedix, streams video of doctor-patient interactions to remote medical scribes, thus freeing doctors from the burden of having to manually input information into an electronic medical record (EMR) and giving them additional time to focus on patients. Shakil and Tran had grown th...Desde 8,20 €
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FormPrint Ortho500 (Spanish version)
Cespedes, Frank V.; Zalosh, AlisaCaso HBS-916S11MarketingThe Senior Vice President of FormPrint's Medical Products business unit is considering issues raised by the upcoming introduction of a new 3D printing system, the Ortho500, which could print custom exoskeletal orthopedic splints, braces, and casts that conformed to a patient's body. The potential market extended beyond large urban hospitals (the Ortho's existing market) to high-volume outpatient offices in the U.S., with a long-term goal of expan...Desde 8,20 €
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Ron Ventura at Mitchell Memorial Hospital
Cespedes, Frank V.; Abelli, HeideCaso HBS-913572-ELiderazgo y Dirección de personasMitchell Memorial Hospital is a 750-bed regional academic medical center in Ohio. Andy Prescott, Chief of the Cardiovascular Center, is reviewing the performance evaluations of his star vascular surgeon Ron Ventura. The evaluations, the result of a 360-degree performance review cycle the hospital had recently put in place, were much more critical than he had anticipated. Ventura, with a national reputation as an accomplished vascular surgeon, had...Desde 8,20 €