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Atlassian: Sales - Teaching note
Bowman, K; , J, Lattin; Saucedo, MNota del Instructor SGSB-E625TN-EIniciativa emprendedoraAtlassian: Sales examines the company’s unique, no-touch sales model for enterprise products that help teams track projects, collaborate, and build products. The case explores how the company developed and sold its first product, JIRA, and how early lessons helped shape the company’s no-touch sales model for all subsequent products. It then discusses the organizational effects of a low-price, volume-based model, and how the advocacy team and chan...Desde 0,00 €
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Culture Transformation at Microsoft: From 'Know it All' to 'Learn it All'
Gino, Francesca; Ciechanover, Allison M.; Huizinga, JeffCaso HBS-921004-EDirección estratégicaDesde 8,20 €
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Atlassian: Sales
Bowman, K; , J, Lattin; Saucedo, MCaso SGSB-E625-EIniciativa emprendedoraAtlassian: Sales examines the company’s unique, no-touch sales model for enterprise products that help teams track projects, collaborate, and build products. The case explores how the company developed and sold its first product, JIRA, and how early lessons helped shape the company’s no-touch sales model for all subsequent products. It then discusses the organizational effects of a low-price, volume-based model, and how the advocacy team and chan...Desde 8,20 €
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Qualtrics: Scaling an Inside-Sales Organization
Patell, J; Quigless, M; Bowman, KCaso SGSB-E503-EIniciativa emprendedoraCEO, Ryan Smith and the rest of the founding team at Qualtrics grew the company to 350 employees and an estimated $50M in revenue through an inside-sales model. After ten years of bootstrapping however, the company took on $70M in funding from prominent venture capital funds. With this milestone, the team faced a new inflection point in the company’s growth. To support the next phase of evolution, Smith brought in John D’Agostino as the new H...Desde 8,20 €
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Managing the Future of Work
Kerr, William R.; Ciechanover, Allison M.; Huizinga, JeffCaso HBS-818128-EDesde 8,20 €
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thredUP: Think Secondhand First
Eisenmann, Thomas R.; Ciechanover, Allison M.; Huizinga, JeffCaso HBS-817083-EIniciativa emprendedoraIn the fall of 2016, the management team at thredUP, the largest U.S. online retailer of secondhand clothing, is deciding whether to expand into international markets. Over the past 12 months the 7-year old startup, which had raised over $130 million in venture capital, had seen revenue grow 100% and gross margin double. Would moving abroad expand thredUP's total addressable market and help position the company for an IPO? Or would it prove a dis...Desde 8,20 €
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Lagunitas Brewing Company
Margolis, Joshua D.; Ciechanover, Allison M.; Huizinga, JeffCaso HBS-418017-EConocimiento y comunicaciónThe CEO of a California-based craft brewery manages new partnership with-and potential acquisition by-industry giant Heineken.Desde 8,20 €
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Autonomous Vehicles: The Rubber Hits the Road...but When
Kerr, William R.; Ciechanover, Allison M.; Huizinga, Jeff; Palano, JamesCaso HBS-818088-EConocimiento y comunicaciónAutonomous vehicles have enormous implications for business and society. But, despite the headline-laden attention paid to the technology, there remain more questions than answers. Students will learn about the complex industry and have explicit discussions about the factors influencing development and commercialization and how various stakeholders might respond. They will also be put in the shoes of decision-makers looking for signals that might...Desde 8,20 €
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Dinesh Moorjani and Hatch Labs
Ghosh, Shikhar; Stanton, Christopher; Ciechanover, Allison M.; Huizinga, JeffCaso HBS-818026-EIniciativa emprendedoraThis case is about Tinder. It discusses different business models and ways of structuring the initial team. With a $6 million investment from IAC/Interactive in 2010, Dinesh Moorjani founded Hatch Labs to build mobile apps. His mission was to attract entrepreneurial talent to work on Lab projects which, after gaining traction, could be acquired by IAC or spun out as independent companies. To pitch talent to work at Hatch, Moorjani laid out a fram...Desde 8,20 €
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Poppy (B)
Eisenmann, Thomas R.; Kominers, Scott Duke; Huizinga, Jeff; Ciechanover, Allison M.Caso HBS-820715-EIniciativa emprendedoraAvni Patel Thompson, founder and CEO of Poppy, an online marketplace for on-demand childcare, revisits the venture's final months, and discusses the steps she took in the wake of the shutdown. This case explores experiments the company conducted to refineDesde 5,74 €