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iQmetrix: The Customer Is Always Right
Chris Street; Darren Meister; Tracy ThibodeauCase IVEY-9B16M028-EEntrepreneurship, StrategyIn 2015, iQmetrix, a company founded in 1999, developed and sold point-of-sale (POS) software using the software-as-a-service model. Two iQmetrix enterprise account managers were discussing strategies for closing a software subscription deal with a large customer who asked for significant customization to be completed before the deal could be signed. The customization appeared to be critical for the customer, and the account managers thought the ...Starting at €8.20
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Challenges and Opportunities at the Protospace Makerspace
Chris Street; J. Robert MitchellCase IVEY-9B17M087-EEntrepreneurship, StrategyIn early 2017, the directors at Protospace, a makerspace in Calgary, Alberta, Canada, faced some challenges. The nine-year-old member-run organization operated as a “do-ocracy,” with a minimum of official oversight. However, the directors and some of the membership wondered whether Protospace could and should scale its growth by recruiting and accepting new members. Would a larger membership help or hinder the membership-driven makerspace? Should...Starting at €8.20
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Selling at ServiceBox (A) and (B) - Teaching Note
Chris Street; J. Robert MitchellTeaching Note IVEY-8B16M015-EStrategyTeaching note for products 9B16M015 and 9B16M016.Starting at €0.00
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Name Your Price: Compensation Negotiation at Whole Health Management (B)
Hall, Brian J.; Malhotra, Deepak; Bennett, NicoleCase HBS-908065-EStrategySupplements the (A) case.Starting at €5.74
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Name Your Price: Compensation Negotiation at Whole Health Management (C)
Hall, Brian J.; Malhotra, Deepak; Bennett, NicoleCase HBS-908066-EStrategySupplements the (A) and (B) cases.Starting at €5.74
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Recruiting Andrew Yard (A)
Hall, Brian J.; Bennett, Nicole; del Nido, SaraCase HBS-911028-EStrategyThis case describes a compensation negotiation between a global HR director and a candidate for a high-level executive position. The situation becomes awkward when the candidate feels insulted because he is given a monetary incentive to join the company more quickly than originally planned. The case provides an opportunity to analyze negotiation strategy and the importance of emotional intelligence and effective interpersonal communication during...Starting at €8.20
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The Evo Project (Spanish version)
Bartlett, Christopher A.; Hall, Brian J.; Bennett, NicoleCase HBS-912S01StrategyIn September 2003, Jeff Immelt challenged the business leaders at GE to come up with "Imagination Breakthroughs," innovative new projects that would serve as the centerpiece of GE's organic growth initiative. Follows the company as these changes are driven through the business units, focusing on GE Transportation as it launches a series of groundbreaking, green products--from the Evolution Locomotive to the Hybrid Locomotive. The growth process t...Starting at €8.20
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Compensation Negotiation at Whole Health Management (A) (Spanish version)
Hall, Brian J.; Malhotra, Deepak; Bennett, NicoleCase HBS-912S04StrategyMBA student Monroe Davies is asked by a potential employer to determine his own compensation package. This case follows Jim Hummer, President and CEO of Whole Health Management and Davies through a unique recruitment process that raises questions of compensation and employee incentives, negotiation strategy, and human resources management.Starting at €8.20
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Compensation Negotiation at Whole Health Management (C) (Spanish version)
Hall, Brian J.; Malhotra, Deepak; Bennett, NicoleCase HBS-912S06StrategySupplements the (A) and (B) cases.Starting at €5.74
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Selling at ServiceBox (A): Jon Clifford's Perspective
Chris Street; J. Robert MitchellCase IVEY-9B16M015-EEntrepreneurship, StrategyIn 2012, an entrepreneur and his business partner have created ServiceBox, a web-based software-as-a-service (SaaS) work order management system for use in plumbing and heating businesses. The product was developed in response to a request from a friend, who owns a plumbing business. The entrepreneur is now ready to sell this product, relying on a subscription-based SaaS business model for revenue. He has scheduled a meeting with a heating contra...Starting at €8.20