E152
James Lattin, Mark Leslie, Jamie Earle
2003
The case offers an overview of a startup that has chosen to sell its solutions entirely through indirect channels—currently through value-added resellers (VARs) and, in the future, through both VARs and systems integrators (SIs). In the case, we discuss…
E163A
James Lattin, Mark Leslie, Erin Yurday
2003
Peter Kelly became CEO of Med-Mart, a home health supply company, shortly after his search fund acquired it in 1993. Unfortunately, the first two years running Med-Mart were fraught with disappointing discoveries. At the time of purchase, Med-Mart’s sales…
E160
Jamie Earle, Garth Saloner, Jeffrey Skoll
2003
Circles is a company that runs employee and customer loyalty programs for enterprises. The company was founded by two GSB alumnae in the late 90s. The case describes the idea formation process, the founding of the company, various dilemmas management had…
GS29
Peter Koudal, Hau Lee, Barchi Peleg, Paresh Rajwat, Richard Tully
2003
Rick Wagoner, CEO of General Motors knew that something was “broken” in the automobile industry long before a USA Today article made the announcement in December 2001. Wagoner, along with top lieutenants Mark Hogan, group vice president, on the customer…
E55B
William Barnett, Jamie Earle
2003
The case picks up where the A case leaves off and describes the company’s leadership transition from Mike Malcolm to Dan Warmenhoven. It also describes the decision process the company makes to distribute through channels versus directly.
L1A
David Bradford, Doug Crandall
2003
On November 16, 1996, Doug Crandall, Second Lieutenant and platoon leader of the Army’s 1st Platoon, Delta Company, consisting of four tanks and sixteen men, was tasked with establishing a mobile defense. Their mission was to block enemy scout vehicles’…
L1B
David Bradford, Doug Crandall
2003
On November 16, 1996, Doug Crandall, Second Lieutenant and platoon leader of the Army’s 1st Platoon, Delta Company, consisting of four tanks and sixteen men, was tasked with establishing a mobile defense. Their mission was to block enemy scout vehicles’…
A186B
Maureen McNichols, Brian Tayan
2003
The A case is a financial statement, ratio analysis case involving a high-growth retail company. The case begins with an individual shareholder in the Costco Wholesale Corporation who is trying to evaluate the operational performance of the business she…
IB30B
Kanika Bahl, John Newsome, Joel Podolny
2003
In 2001 Dr. Brian Brink, Senior Vice President of Anglo American, a massive South African mining conglomerate, was debating how to confront the ravages that extremely high HIV/AIDS rates were taking on Anglo’s workforce and overall productivity….
A188A
Ron Kasznik, Erin Yurday
2003
On June 20, 2001, Morgan Stanley published a research report, “Qwest: Listening to the 10-K,” that called into question some of Qwest’s accounting practices since the merger with U S West. In addition, the Morgan Stanley analysts lowered earnings…
E137
H. Grousbeck, Alicia Seiger
2003
The case puts the reader in the position of Scott Bekemeyer, whose search fund just acquired Valley Fire Protection Company. Immediately upon taking over the company, Scott faces a serious of difficult issues, including a deviant branch manager, a non…
EC34
Haim Mendelson, Philip Meza
2003
With reductions in the cost of processing power, new algorithms for database searches and the advent of the World Wide Web, competitors to the established global distribution system (GDS) companies emerged. By 2002, traditional GDS operators competed…
F269
J. Duffie., Erin Yurday
2003
In mid-2003, Morgan Stanley and JPMorgan launched a number of structured credit products that had exposure to correlations in the credit risks of the firms underlying the TRAC-X index: tranched TRAC-X NA, tranched TRAC-X Europe, and options on both TRAC-X…
E69
Charles Holloway, John Morgridge, Pratap Mukherjee
2003
This case offers an overview of Veritas Software’s history, beginning with the initial company, Tolerant Systems. It discusses the troubles Tolerant ran into and introduces the changes the company went through when it became a restart led by Mark Leslie…
E154
Antonio Davila, Mu Li
2003
Sygate Technologies, Inc. was an enterprise IT security software company. In 2000, by bringing a team of professional managers, the company transitioned to a strategy that targeted “Global 1000” companies with distributed and mobile workforce. In 2002…
E163B
James Lattin, Mark Leslie, Erin Yurday
2003
E-163B is supplemental material to E-163A, Med-Mart: Transitioning the Business Model (A), and should be handed out in class as discussion progresses. Med-Mart CEO Peter Kelly’s revised business strategy and new sales compensation plans are presented for…
IB50
John McMillan
2003
Competition is present, explicitly or implicitly, in many business negotiations. Rarely in buyer-seller negotiations are the bargainers stuck with each other; usually they have an alternative trading partner to whom they can turn. The terms of agreement…
IB54
John McMillan, Jean-Bernard Rolland
2003
Brazil has the largest fresh water resources in the world, but the market of municipal water is inefficient because customers, both corporations and individuals, do not trust the water provided. Since customers have no way of evaluating the quality of…
E55D
William Barnett, Charles Holloway, Jamie Earle
2003
The case picks up where the C case leaves off in 1998 and describes the company’s transition from being a tool for development departments to being an enterprise solution. It offers an overview of the transition the salesforce, customer service…
E155
Charles Holloway, John Morgridge, Alicia Seiger
2003
The case details the story of Netflix’s IPO, which occurred on May 23, 2002. The company selected Merrill Lynch as the lead underwriter and the case details the process the offering team followed to lead the company to a successful IPO during difficult…
E164
Joel Peterson, Alicia Seiger
2003
Russell Poore set out to raise a search fund but ultimately decided to conduct an unfounded search . He identified two target companies in the document destruction business, one in Salt Lake City, Utah and one in Phoenix, Arizona. He raised capital from…
E163C
James Lattin, Mark Leslie, Erin Yurday
2003
E-163C is supplemental material to E-163A, Med-Mart: Transitioning the Business Model (A), and E-163B, and should be handed out in class as discussion progresses. The results, one year later, of Med-Mart CEO Peter Kelly’s revised business strategy and new…
E147
John Glynn Jr., Stan Kanarowski
2003
The note offers an overview of venture leasing—what it is, how it works and who the major players are in the industry. It explains how venture leasing fits into the VC puzzle, gives an overview of which entities play a role in a venture lease, and…
E148
Jamie Earle, John Glynn Jr.
2003
The case offers an overview of Benchmark’s decision to open a European operation, and how that has played out. It draws upon outside research and interviews to discuss Benchmark, the VC industry in Europe, the entrepreneurial environment in Europe and…
