CaseLink for
Hisrich-Peters-Shepherd: Entrepreneurship, Seventh Edition
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 I. The Entrepreneurial Perspective
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| 1 pp.
| Introduction
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| 24 pp.
| 1. The Nature and Importance of Entrepreneurship
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| 8 pp.
| Case — Magdalena Yesil
Hart, Myra; Rotelli, Mary Teichert
Magdalena Yesil, investor and former entrepreneur, must decide whether to become a venture partner at US Venture Partners. This case discusses career progression, entrepreneurship, and deciding among career alternatives. Yesil’s entrepreneurial experiences include UUNET, CyberCash, and MarketPay.
HBS Number: 9-800-350 Type: Case (Field)
Publication Date: 3/15/2000
Geographic Setting: Menlo Park, CA Industry Setting: venture capital Number of Employees: 1
Event Year Start: 1980 Event Year End: 1998
Subjects: California Research Center; Career changes; Careers & career planning; Entrepreneurs; Silicon Valley; Venture capital; Women; Women executives; Women in business
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| 28 pp.
| 2. The Entrepreneurial Mind-Set
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| 26 pp.
| Case — Business Teams at Rubbermaid, Inc.
Amabile, Teresa; Whitney, Dean
Rubbermaid, a consumer products company widely praised for its innovation, has instituted a company-wide experiment to stimulate innovation even further. The experiment consists of creating small cross-functional business teams within
HBS Number: 9-897-165 Type: Case (Field)
Publication Date: 3/10/1997 Revision Date: 3/25/1997
Geographic Setting: Wooster, OH Industry Setting: consumer products/plastics manufacturer Number of Employees: 14,500 Gross Revenues: $2.3 billion revenues
Event Year Start: 1996 Event Year End: 1996
Subjects: Consumer goods; Creativity; Cross functional management; Entrepreneurship; Innovation; Teams
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| 24 pp.
| Case — Corporate New Ventures at Procter & Gamble
Author(s): Amabile, Teresa; Whitney, Dean
Publication Date: 01/23/1997 Revision Date: 06/20/1997
Product Type: Case (Field)
Product Description: Consumer products giant Procter & Gamble is faced with an urgent need to revitalize new product innovation, given its recent focus on incremental product improvements and its aggressive growth goals. As part of this effort, the company’s top executives form a small, autonomous, cross-functional Corporate New Ventures team led by a young former brand manager. Operating within a conducive work environment, the team invents a systematic approach to gathering information and producing creative ideas for radically new product categories. Teaching Purpose: To illustrate approaches to creativity and innovation in a large, successful, well-established firm; analyze the feasibility of systematic methods for creative thinking; consider the role of the work environment in fostering creativity; examine the possibility of entrepreneurial activity within a large, well-established firm; demonstrate the role of broad-based information gathering in commercially successful radical innovation.
HBS Number: 9-897-088
Geographic Setting: Cincinnati, OH Industry Setting: consumer products Number of Employees: 103,000 Gross Revenues: $33 billion revenues
Event Year Start: 1996 Event Year End: 1996
Subjects: Consumer goods; Creativity; Cross functional management; Entrepreneurship; Innovation; Teams
Academic Discipline: Entrepreneurship
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| 30 pp.
| 3. Entrepreneurial Intentions and Corporate Entrepreneurship
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| 13 pp.
| Case — Randy Haykin: The Making of an Entrepreneur (A)
Hill, Linda A.; Suesse, Jennifer M.
An MBA graduate, 10 years out, reflects on his career path. Randy Haykin is currently running his own venture catalyst organization in the Silicon Valley.
HBS Number: 9-498-044 Type: Case (Field)
Publication Date: 12/8/1997 Revision Date: 8/5/1998
Geographic Setting: California Industry Setting: multimedia/high technology
Subjects: Careers & career planning; Entrepreneurship; High technology; Leadership; Silicon Valley; Venture capital
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| 26 pp.
| Case — Kronos (A) and (B) (Condensed)
Roberts, Michael J.
Describes Mark Ain’s founding and management of Kronos, which has grown to a $33 million dollar company in 13 years. Focuses on the issue of what Mark‘s role in the company should be. Presents data from a personality assessment of Mark and his senior management team as input to this decision. Teaching Purpose: To introduce the idea of personality and management style as key dimensions that influence a manager's behavior and skills.
HBS Number: 9-393-122 Type: Case (Field)
Publication Date: 2/25/1993
Geographic Setting: Massachusetts Industry Setting: computerized time recording
Company Size: small Number of Employees: 382 Gross Revenues: $33 million revenues
Event Year Start: 1977 Event Year End: 1992
Subjects: Entrepreneurial management; Growth management; Management styles; Operations management; Teams
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| 23 pp.
| 4. International Entrepreneurship Opportunities
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| 26 pp.
| Case — Capital Alliance Private Equity: Creating a Private Equity Leader in Nigeria
Author(s): Kuemmerle, Walter; Ellis, Chad; Coughlin, William J.
Publication Date: 12/01/1999 Revision Date: 04/06/2004
Product Type: Case (Field)
Product Description: Describes the creation of the first private equity fund in Nigeria and the fund’s potential first investment in GS Telecom, a Nigerian telecommunication service company. The fund‘s managers are keenly aware that a bad first investment could create a vicious circle for the fund. Thus, whether to invest and under what terms is of crucial importance. Can also be taught as a country case on Nigeria with a focus on entrepreneurship, telecommunications, and venture capital. Teaching Purpose: Assessment of an investment opportunity in an entrepreneurial telecommunications firm in Nigeria.
HBS Number: 9-800-104
Geographic Setting: Nigeria Industry Setting: telecommunications Number of Employees: 100 Gross Revenues: $10 million revenues
Event Year Start: 1998 Event Year End: 1998
Subjects: Africa; Career changes; Entrepreneurial finance; International entrprnl finance; International finance; Telecommunications; Venture capital
Academic Discipline: Entrepreneurship
Supplementary Materials: Teaching Note, (5-803-128), 22p, by Walter Kuemmerle, Alexander Berson, William J. Coughlin
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| 19 pp.
| Case — Spotfire: Managing a Multinational Start-Up
Author(s): Kuemmerle, Walter; Ellis, Chad
Publication Date: 10/12/1998 Revision Date: 03/17/2004
Product Type: Case (Field)
Product Description: Spotfire, a software start-up, must address the question of dividing its effort between Sweden and the United States in addition to raising venture capital, obtaining new customers, and managing early-stage growth.
HBS Number: 9-899-078
Geographic Setting: United States and SwedenIndustry Setting: softwareCompany Size: start-upNumber of Employees: 40Gross Revenues: $5 million revenues
Event Year Start: 1998Event Year End: 1998
Subjects: Entrepreneurial finance; Entrepreneurship; International entrprnl finance; International operations; Software; Venture capital
Academic Discipline: Entrepreneurship
Supplementary Materials: Case Video, (9-802-804), 5 min, by Walter Kuemmerle; Teaching Note, (5-801-191), 20p, by Walter Kuemmerle
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| 19 pp.
| Case — Georgian Glass and Mineral Water
Kuemmerle, Walter; Ellis, Chad
Describes Georgian Glass and Mineral Water (GGMW), a company created in 1995 by a Georgian entrepreneur and Western investors in Georgia (former Soviet Union) to bottle and market the famous mineral water from the Borjomi valley. At the height of the Soviet Union’s power Borjomi was Georgia‘s leading export product with 450 million half-liter bottles per year. During the early 1990s, however, Borjomi factories suffered underinvestment, theft, and neglect. GGMW's management needs to raise additional financing in order to fully capitalize on the market opportunity. Furthermore, management is faced with serious operating challenges in a newly privatized economy. Teaching Purpose: Financing of a mineral water company and opportunity assessment.
HBS Number: 9-899-081 Type: Case (Field)
Publication Date: 3/10/1999 Revision Date: 3/29/2000
Geographic Setting: Republic of Georgia Industry Setting: bottled water Gross Revenues: $15 million revenues
Event Year Start: 1997 Event Year End: 1997
Subjects: Beverages; Eastern Europe; Emerging markets; Entrepreneurial finance; Financing; International entrprnl finance; Management of crises; Privatization
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| 28 pp.
| Cases for Part I
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| II. Creating and Starting the Venture
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| 1 pp.
| Introduction
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| 32 pp.
| 5. Creativity, the Business Idea, and Opportunity Analysis
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| 10 pp.
| Case — E Ink
Amabile, Teresa; Archambault, Susan
E Ink is a high technology start-up attempting to revolutionize print communication through electronic ink displays. The founders and top managers of this two-year-old firm are striving to translate a technological breakthrough into a
HBS Number: 9-800-143 Type: Case (Field)
Publication Date: 8/16/1999 Revision Date: 5/18/2000
Geographic Setting: Cambridge, MA Industry Setting: high technology
Company Size: start-up Number of Employees: 35
Event Year Start: 1998 Event Year End: 1999
Subjects: Creativity; Entrepreneurship; Growth management; High technology products; Human resources management
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| 24 pp.
| Case — Ken Hakuta: AllHerb.com
Amabile, Teresa; Tempest, Nicole
Ken Hakuta had been an entrepreneur all his life. Having started a number of consumer-oriented ventures, he became well-known as "Dr. Fad," the initiator of the "Wacky Wallwalker" toy craze in the 1980s. Wishing to strike out in an exciting new direction in 1998, he capitalized on his long-standing interest in herbal medicine to found AllHerb.com, the first e-commerce company devoted solely to herbal remedy products and information. Teaching Purpose: To give students a close look at the founding of an e-commerce company, and the challenges facing an experienced entrepreneur who wants to establish an organization unlike any other he has started previously.
HBS Number: 9-899-250 Type: Case (Field)
Publication Date: 3/29/1999 Revision Date: 2/4/2000
Geographic Setting: Maryland Industry Setting: e-commerce
Subjects: California Research Center; Consumer goods; Creativity; Electronic commerce; Entrepreneurship; Medical supplies; Organizational design
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| 28 pp.
| 6. Intellectual Property and Other Legal Issues for the Entrepreneur
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| 17 pp.
| Case — Multi-Jurisdictional Compliance in Cyberspace
Farhoomand, Ali F.; Clark, Vanessa N.; Lovelock, Peter
Law, by definition, was jurisdictional, yet in cyberspace it had become increasingly questionable whether laws regulating the physical marketplace were able to be superimposed onto this new marketspace or were altogether redundant. The
HBS Number: HKU063 Type: Case (Gen Exp)
Publication Date: 1/1/2000
Geographic Setting: Unspecified Industry Setting: information technology
Event Year Start: 1990 Event Year End: 1990
Subjects: Commercial law; Compliance; Electronic commerce; Intellectual property; Internet; Legal aspects of business
Supplementary Materials: Teaching Note, (HKU064), 14p, by Ali F. Farhoomand, Vanessa N. Clark, Peter Lovelock
Publisher: University of Hong Kong
(Sales restricted to North America.)
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| 32 pp.
| Case — DigitalThink: Building a Sales Force
Roberts, Michael J.; Lassiter, Joseph B., III; Darwall, Christina
Describes the broad set of issues faced by a young company in the Internet-based training business as they begin to sell their product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of regional management. Teaching Purpose: To explore the detailed decisions and implementation steps required to build a sales force.
HBS Number: 9-898-193 Type: Case (Field)
Publication Date: 3/10/1998 Revision Date: 6/24/1999
Geographic Setting: California Industry Setting: Internet/training Number of Employees: 12 Gross Revenues: $1 million revenues
Event Year Start: 1997 Event Year End: 1997
Subjects: California Research Center; Employee training; Entrepreneurship; Information services; Internet; Marketing management; Sales management; Sales organization
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| 11 pp.
| Case — Palm Computing, Inc. (A)
Hart, Myra
Discusses patents, licenses, and deal-making in a start-up venture. The entrepreneur, Jeff Hawkins, holds a patent on Palm Print, a pattern recognition algorithm. After licensing Palm Print to his employer, he led three years of development of commercial products for the company. Focuses on Hawkins’s efforts to start up a new, noncompeting venture that requires cross-licenses for the Palm Print enhancements. The employer wants Hawkins to stay to develop the new products "in-house," so resists making an agreement. Teaching Purpose: Introduces discussion of intellectual property as a resource—patent, licenses, employment agreements--and deal-making that involves sharing of intellectual property.
HBS Number: 9-396-245 Type: Case (Field)
Publication Date: 1/22/1996
Geographic Setting: Silicon Valley, CA Industry Setting: computer software
Company Size: start-up
Subjects: Entrepreneurship; Licensing; Patents; Silicon Valley; Software
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| 36 pp.
| 7. The Business Plan: Creating and Starting the Venture
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| 22 pp.
| Case — Evolution of eCoverage in the Online Insurance Market
Hansen, Morten T.; Berger, Jeffrey A.
Charts the birth and growth of eCoverage, an online insurance company. David Riker, the founder and chairman, describes the various phases of company development, such as presenting a business plan, gathering a management team, getting the word out, and running the site. Teaching Purpose: How to develop an e-commerce company and manage the process of new company development.
HBS Number: 9-400-081 Type: Case (Field)
Publication Date: 3/13/2000 Revision Date: 5/9/2000
Geographic Setting: San Francisco, CA Industry Setting: online insurance, electronic commerce
Company Size: start-up
Event Year Start: 1998 Event Year End: 2000
Subjects: Business plans; Business processes; Development stage enterprises; Electronic commerce; Entrepreneurial management; Insurance
Supplementary Materials: Teaching Note, (5-401-012), 15p, by Morten T. Hansen, Jeffrey A. Berger
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| 37 pp.
| Case — At(@)Hoc: Leveraging Israeli Technology in the United States
Author(s): Kuemmerle, Walter; Coughlin, William J.
Publication Date: 01/14/2000 Revision Date: 10/12/2001
Product Type: Case (Field)
Product Description: Describes @Hoc, an idea for an Internet software company, developed by two HBS MBA 1999 graduates, Guy Miasnik and Ly Tran. @Hoc’s software, loaded into a browser, enables instant, context-sensitive information retrieval and shopping. @Hoc‘s R&D team is located in Israel while the rest of the company is located in Boston. By July 1999 the entrepreneurs have developed a high-level prototype, written a business plan, and are seeking to raise approximately $1 to $1.5 billion. The entrepreneurs are trying to determine at what valuation they can raise capital and whether they should raise more capital than originally planned. A unique feature of this short case is that it contains an adapted version of the original business plan. Teaching Purpose: Starting of a software firm in the e-commerce space, financing a start-up company, and challenges of managing separate locations in a start-up.
HBS Number: 9-800-264
Geographic Setting: United States, IsraelIndustry Setting: software/e-commerceNumber of Employees: 10
Event Year Start: 1999Event Year End: 1999
Subjects: Electronic commerce; Entrepreneurial finance; International entrprnl finance; International marketing; Internet; Middle East; Software industry; Venture capital
Academic Discipline: Entrepreneurship
Supplementary Materials: Teaching Note, (5-803-064), 18p, by Walter Kuemmerle, William J. Coughlin, Alexander Berson
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| 32 pp.
| Case — Walnut Venture Associates (A): RBS Group Investment Memorandum
Author(s): Roberts, Michael J.
Publication Date: 09/21/1998 Revision Date: 12/07/1998
Product Type: Case (Field)
Product Description: Describes the Walnut Group’s investigation of the RBS Group, a young software company. Includes the RBS business plan and asks students to analyze which issues/assumptions are critical, and how they can be resolved. Teaching Purpose: To analyze new ventures and due diligence.
HBS Number: 9-899-062
Geographic Setting: Massachusetts Industry Setting: software Number of Employees: 10 Gross Revenues: $5 million revenues
Event Year Start: 1998 Event Year End: 1998
Subjects: Business plans; Entrepreneurial finance; Entrepreneurial management; Software; Venture capital
Academic Discipline: Entrepreneurship
Supplementary Materials: Supplement (Field), (9-899-063), 6p, by Michael J. Roberts; Supplement (Field), (9-899-064), 2p, by Michael J. Roberts; Supplement (Field), (9-899-097), 13p, by Michael J. Roberts; Teaching Note, (5-899-240), 14p, by Michael J. Roberts
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| 30 pp.
| 8. The Marketing Plan
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| 27 pp.
| Case — MarketSoft
Author(s): Lassiter, Joseph B., III; Gardner, Diana
Publication Date: 09/09/1999 Revision Date: 10/19/2006
Product Type: Case (Field)
HBS Number: 9-800-069
Geographic Setting: Massachusetts Industry Setting: Internet & online services industries Number of Employees: 20
Event Year Start: 1999 Event Year End: 1999
Subjects: Entrepreneurial management; Product development; Product planning & policy; Sales management; Sales organization
Academic Discipline: Entrepreneurship
Supplementary Materials: Teaching Note, (5-801-143), 10p, by Joseph B. Lassiter III, John T. Gourville
Product Description: Greg Erman and Nancy Benovich-Gilby have assembled a team and selected a market for the launch of a high-potential venture based on using an Internet-based service to manage the flow of sales leads between principals and their distribution channel partners. Their development process is key. May be used with: (87201) Red Auerbach on Management.
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| 21 pp.
| Case — Granny’s Goodies, Inc.
Narayandas, Das; Korman, Kathy
The young entrepreneurs of Granny’s Goodies, Inc., a corporate gift package specialist, face the challenge of finding ways to create consistent revenue streams and reduce sales costs. Outside of a few long-term contracts, the two found
HBS Number: 9-500-049 Type: Case (Field)
Publication Date: 11/25/1999 Revision Date: 02/09/2000
Geographic Setting: Unspecified Industry Setting: marketing promotion material
Company Size: start-up Number of Employees: 10 Gross Revenues: $2 million revenues
Event Year Start: 1999 Event Year End: 1999
Subjects: Entrepreneurial management; Market segmentation; Marketing strategy
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| 33 pp.
| Case — Dell: Overcoming Roadblocks to Growth
Author(s): Farhoomand, Ali ; Ho, Mary
Publication Date: 04/26/2006
Product Type: Case (Field)
Publisher: University of Hong Kong
HBS Number: HKU575
Subjects: Direct sales; Direct marketing; Distribution planning; Competitive environment; Corporate strategy; Diversification; Revenues; Growth strategy; Supply chain management; Improving performance
Academic Discipline: Competitive strategy
Supplementary Materials: Case Teaching Note, (HKU576), 15p, by Ali Farhoomand, Mary Ho
Product Description: In the spring of 2005, Dell, Inc., the world’s largest personal computer maker, announced a new goal: to reach $80 billion in annual sales by 2009. The goal was fairly ambitious for Dell, which at the time had revenues of about $49 billion. In the second quarter of 2005, Dell significantly missed revenue expectations and lowered its outlook. Dell shares were down by about 28% from the end of 2004 to late December 2005, whereas those of its major competitor, Hewlett-Packard Co., had soared more than 36%. Given the dip in revenues, investors began to question whether Dell was still the high-flying growth company it once was. Could Dell get its revenue growth back on track to realize its bullish vision? Could the company capture the opportunities available outside the United States, where its presence was younger and its share smaller? As Dell expanded into new product markets, could it replicate past success with the direct model and find new drivers for growth?
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| 26 pp.
| 9. The Organizational Plan
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| 21 pp.
| Case — Staples: A Year in the Life of a Start-Up
Hart, Myra
Provides information on the development of the office superstore concept, building partnerships, creating the business plan, and recruiting a management team. Focuses on the detailed level of decision making required to transform an idea into a viable business. Heavy emphasis is placed on operating plans and integration. Teaching Purpose: Illustrates detail and complexity of operating decisions. The decision focuses on choice of IT systems and the importance/difficulty of building a fully integrated system. A rewritten version of earlier cases.
HBS Number: 9-800-241 Type: Case (Field)
Publication Date: 1/10/2000 Revision Date: 4/25/2000
Geographic Setting: Boston, MA Industry Setting: retail, office products Number of Employees: 46,000 Gross Revenues: $7 billion revenues
Event Year Start: 1985 Event Year End: 1985
Subjects: Careers & career planning; Development stage enterprises; Entrepreneurship; Partnerships; Retailing
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| 23 pp.
| 10. The Financial Plan
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| 3 pp.
| Case — Superior Clamps, Inc.
Hawkins, David F.
An investor is asked to prepare pro forma financial statements as a basis for a third-party investment in his new company. The investor must make a number of accounting policy decisions. Teaching Purpose: To review basic accounting concepts and the use of financial statements as a communication vehicle.
HBS Number: 9-196-040 Type: Case (Gen Exp)
Publication Date: 7/20/1995 Revision Date: 10/27/1995
Subjects: Accounting policies; Accounting procedures
Supplementary Materials: Teaching Note, (5-197-051), 8p, by David F. Hawkins
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| 3 pp.
| Case — Chemalite, Inc.
Author(s): Wilson, David A.
Publication Date: 10/01/1976 Revision Date: 12/19/1996
Product Type: Case (Gen Exp)
Product Description: A chemical engineer who has set up a company to manufacture and market one of his inventions is trying to prepare his state of the corporation report. This case is designed to serve as a vehicle to introduce students to basic bookkeeping and accounting functions. May be used with: (9-195-130) Chemalite, Inc. (B): Cash Flow Analysis.
HBS Number: 9-177-078
Geographic Setting: Unspecified Industry Setting: chemicals
Event Year Start: 1974 Event Year End: 1974
Subjects: Accounting procedures; Financial reporting; Valuation
Academic Discipline: Accounting & control
Supplementary Materials: Teaching Note, (5-188-021), 17p, by Charles J. Christenson; Teaching Note, (5-193-063), 12p, by William J. Bruns Jr.
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| 30 pp.
| Cases for Part II
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| III. Financing the New Venture
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| 1 pp.
| Introduction
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| 28 pp.
| 11. Sources of Capital
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| 25 pp.
| Case — Kendle International, Inc.
Author(s): Crane, Dwight B.; Marshall, Paul W.; Reinb
Publication Date: 02/28/2000 Revision Date: 10/06/2000
Product Type: Case (Field)
Product Description: Candace Kendle and Christopher Bergen, the CEO and COO of Kendle International, Inc., are reviewing ways to finance the growth of their privately-owned company. Kendle is a contract research organization that conducts clinical drug trials for pharmaceutical and biotechnology companies. To compete more effectively, Kendle plans to grow through international acquisitions. It is now time to decide whether to go ahead with a full program of two European acquisitions, a large debt financing through Nationsbank, and an initial public offering to repay the debt and provide cash for future acquisitions. The falling stock prices of Kendle’s competitors add pressure to the situation. Teaching purpose: To develop skills in designing and implementing an integrated financial and acquisition strategy.
HBS Number: 9-200-033
Geographic Setting: Cincinnati, OH Industry Setting: contract research Number of Employees: 300 Gross Revenues: $13 million revenues
Event Year Start: 1997 Event Year End: 1997
Subjects: Acquisitions; Bank loans; Entrepreneurial finance; Financing; Growth strategy; IPO; Pharmaceuticals industry; Stock offerings
Academic Discipline: Finance
Supplementary Materials: Teaching Note, (5-201-014), 16p, by Dwight B. Crane, Indra A. Reinbergs
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| 21 pp.
| Case — Boston Duck Tours—1996: Has Boston Gone Quackers?
Hart, Myra; Dodson, Stephanie
While on vacation in Memphis, former investment manager Andy Wilson discovers a unique "tour bus" that travels over land and through water. He decides to transplant the concept to Boston and to add both historical and theatrical featur
HBS Number: 9-898-189 Type: Case (Field)
Publication Date: 3/9/1998 Revision Date: 7/1/1998
Geographic Setting: Boston, MA Industry Setting: entertainment/tourism Number of Employees: 30 Gross Revenues: $3.3 million revenues
Event Year Start: 1996 Event Year End: 1996
Subjects: Entrepreneurship; Financing; Partnerships; Regulated industries; Tourism
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| 46 pp.
| 12. Informal Risk Capital, Venture Capital, and Going Public
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| 32 pp.
| Case — AsiaMail.com: What’s in a Name?
Hart, Myra; Peyus, Sharon I.
Three founders of an international Internet company (e-mail based marketing) struggle with naming the company. As they prepare to invest more than $10 million of first-round venture funding in advertising and marketing, they search for a name that will have power and breadth—but will be simple and functional in many different Asian countries. Teaching Purpose: Focuses on strategic branding in a B2C Internet start-up. Provides an overview of systematic design and launch of a new venture--with substantial background on the venture capital funding process.
HBS Number: 9-800-132 Type: Case (Field)
Publication Date: 1/4/2000 Revision Date: 4/19/2000
Geographic Setting: San Mateo, CA Industry Setting: Internet
Company Size: start-up
Event Year Start: 1999 Event Year End: 1999
Subjects: Brands; Entrepreneurship; Internet; Venture capital
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| 39 pp.
| Case — Hotmail
Roberts, Michael J.; Mahesh, Shripriya
Describes the efforts of Sabeer Bhatia, co-founder and CEO of Hotmail, to finance and grow this business, which is based on free web-based email. Describes early, successful efforts at raising several rounds of venture capital and presents choices around a next stage of financing. Teaching Purpose: Describes the challenges of financing an early stage Internet business with an unproven business model.
HBS Number: 9-899-165 Type: Case (Field)
Publication Date: 2/9/1999 Revision Date: 6/23/1999
Geographic Setting: Silicon Valley, CA Industry Setting: Internet Number of Employees: 40 Gross Revenues: $10 million revenues
Event Year Start: 1996 Event Year End: 1997
Subjects: California Research Center; Entrepreneurship; Financing; Internet; Online information services; Venture capital
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| 43 pp.
| Cases for Part III
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| IV. Managing, Growing, and Ending the New Venture
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| 1 pp.
| Introduction
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| 28 pp.
| 13. Entrepreneurial Strategy: Generating and Exploiting New Entries
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| 6 pp.
| Case — Battle of Mannheim
Uyterhoeven, Hugo E.R.
Focuses in detail on implementing a corporate restructuring program in ABB’s German subsidiary. Special attention is given to Germany‘s unique form of industrial governance. Two major problem areas—power plants and power transformers--are described in detail, as is a decentralization proposal for the German sales operation. How should the head of ABB Germany proceed? Why did he take this job? What choices did he make? What challenges does he face, particularly as a newcomer? Teaching Purpose: Detailed focus on German industrial governance. Why are power plants and power transformers in deep trouble and what action can be taken? Does decentralization of the sales force make sense? What are the challenges, opportunities, and risks facing ABB's Germany country head? Will the new international matrix be a help or a hindrance? A rewritten version of an earlier case.
HBS Number: 9-397-098 Type: Case (Field)
Publication Date: 4/15/97
Geographic Setting: Germany Industry Setting: electrotechnical
Company Size: large Number of Employees: 36,000 Gross Revenues: $3.5 billion revenues
Event Year Start: 1988 Event Year End: 1988
Subjects: Business policy; Electronics; International business; Leadership; Multinational corporations; Restructuring
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| 15 pp.
| Case — Bitstream
Author(s): Roberts, Michael J.
Publication Date: 11/18/1992 Revision Date: 11/18/1998
Product Type: Case (Field)
Product Description: Focuses on the new CEO of a growing software firm, the culture he’s tried to create, and the need to hire a manager to spearhead a new product division. Includes details on how the search was conducted and presents resumes of four candidates who are being considered for the position. Designed to allow students to think through the recruitment, selection, and interview process.
HBS Number: 9-393-055
Geographic Setting: Boston, MA Industry Setting: software
Company Size: small Number of Employees: 200 Gross Revenues: $30 million revenues
Event Year Start: 1992 Event Year End: 1992
Subjects: Personnel selection; Recruitment; Software
Academic Discipline: Entrepreneurship
Supplementary Materials: Teaching Note, (5-898-255), 6p, by Michael J. Roberts
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| 32 pp.
| 14. Strategies for Growth and Managing the Implications of Growth
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| 13 pp.
| Case — Ethan Berman at RiskMetrics Group (A)
Ibarra, Herminia; Morris, Gillian
Ethan Berman, CEO of J.P. Morgan’s risk management spinoff, has grown RiskMetrics Group (RMG) from a small team of 30 to a 70-person firm contemplating an IPO. Along the way, the consensus-based decision-making process that he espoused started to prove unwieldy; his personal and informal managerial style also could not meet the growing demands on his time. More senior managers were needed—but who? Could the unique, informal culture of the group be maintained as it grew into a mid-sized firm? How should Berman go about making these decisions? Teaching purpose: To demonstrate the leadership challenges of growing a small entrepreneurial business.
HBS Number: 9-400-066 Type: Case (Field)
Publication Date: 3/15/2000 Revision Date: 8/1/2000
Geographic Setting: New York, NY Industry Setting: risk management Number of Employees: 70
Event Year Start: 1999 Event Year End: 2000
Subjects: Entrepreneurial management; Entrepreneurship; Executive selection; Growth management; Leadership; Risk management
Supplementary Materials: Supplement (Field), (9-400-080), 2p, by Herminia Ibarra, Gillian Morris
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| 16 pp.
| Case — Azalea Seafood Gumbo Shoppe in 2004
Gamble, John E.
Azalea Seafood illustrates how a small enterprise employing a focused differentiation strategy can compete successfully in an industry of multi-brand food giants, plus it emphasizes the importance of an entrepreneur’s steadfast commitment to growing the business and continuously searching for new opportunities and the constraints of inadequate financial resources. A terrific small business case that works nicely in the first third of the course.
Publication Date: 2004
Geographic Setting: Alabama Industry Setting: Packaged Foods
Event Year Start: 1991 Event Year End: 2004
Courses: Business Policy; Entrepreneurship Course Sequence: Business Strategy
Subjects: Business Policy; Entrepreneurship; Industry Analysis; Small Business
Supplements: Teaching Note
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| 26 pp.
| Case — Rocky Mountain Adventures, Inc.
Gamble, John E.
The company’s white water rafting business in Colorado is generating only marginal profits and several expansion opportunities have to be evaluated. A highly popular case that stimulates a high level of student involvement.
Publication Date: 1999
Geographic Setting: Colorado Industry Setting: Recreation
Event Year Start: 1993 Event Year End: 1998
Courses: Business Policy; Entrepreneurship Course Sequence: Business Strategy
Subjects: Business Policy; Entrepreneurship; Industry Analysis; Small Business
Supplementary Material: Teaching Note
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| 16 pp.
| Case — Giuseppe’s Original Sausage Company
Smith, Micheal T.; Kuzmicki, Jana F.
Illustrates the strategic challenges and choices of a small owner-managed business struggling to gain distribution access for its products and carve out a niche for itself in the dinner sausage market. The company is only breaking even after 7 years of operation and some strategy changes are called for.
Publication Date: 2000
Geographic Setting: Memphis, TN Industry Setting: Packaged Foods
Event Year Start: 1991 Event Year End: 1998
Courses: Business Policy; Entrepreneurship Course Sequence: Lead-Off; Business Strategy
Subjects: Business Policy; Entrepreneurship; Small Business
Supplementary Material: Teaching Note
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| 14 pp.
| Case — Netflix versus Blockbuster versus Video-on-Demand
Braxton Maddox, Arthur A. Thompson, both of The University of Alabama
Description: Netflix is on the verge of proving its pioneering business model and strategy for renting DVDs online can be profitable. But Blockbuster has recently entered the online segment, and there are a host of powerful competitors in the wings looking to utilize high-speed broadband connections to market video-on-demand to households. Can Netflix continue to grow, and, more importantly, turn the corner to long-term profitability in the face of fast-changing market conditions and stiff competition on all sides? A sure-fire winner in the classroom. Accompanying video available.
Publication Date: 2007
Geographic Setting: U.S.
Industry Setting: Video Rental
Event Year Start: 1991
Event Year End: 2005
Courses: Business Policy; e-commerce; Marketing
Course Sequence: Lead Off; Business Strategy
Subjects: Business Policy; e-Commerce; Industry Analysis
Supplements: Teaching Note; Video
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| 12 pp.
| Case — Non Stop Yacht, S.L.
Nicholls-Nixon, Charlene
NSY has reached a strategic inflection point. Founded as a virtual organization to function as the Web-based purchasing agent of choice for crew members and yacht management companies, NSY has been forced to reinvent itself as more of a brick-and-mortar company linking buyers (yacht management companies, shipbuilding yards and yacht crews) of yacht parts with suppliers (manufacturers and distributors). An excellent case for underscoring why a company’s strategy ends up being partly planned and partly a response to unanticipated conditions.
Publication Date: 2003
Geographic Setting: Spain Industry Setting: Yacht supply
Event Year Start: 2000 Event Year End: 2003
Courses: Business Policy; Entrepreneurship; e-Commerce Course Sequence: Lead-Off/Business Strategy
Subjects: Business Policy; Entrepreneurship; e-Commerce
Supplements: Teaching Note
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| 7 pp.
| Case — Growth, Strategy, and Slotting at No Pudge! Foods, Inc.
Robertson, Chris
An excellent case for examining the roles of the owner-manager in crafting and executing strategy, how a small company can garner the resources and capabilities to compete against industry giants, the complexities of implementing a niche or focused differentiation strategy, and whether slotting fees paid to retail grocers are ethical.
Publication Date: 2003
Geographic Setting: U.S. Industry Setting: Food Products
Event Year Start: 1995 Event Year End: 2002
Courses: Business Policy; Entrepreneurship Course Sequence: Business Strategy
Subjects: Business Policy; Entrepreneurship
Supplements: Teaching Note
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| 22 pp.
| Case — Nexity and the U.S. Banking Industry
Yother, John Frank
The case provides students with an outstanding overview of the banking industry and allows them to appreciate the competitive dynamics faced by a small start-up Internet bank that has built a first mover advantage that may be eroded by large, well-funded competitors who have recognized the potential of this start-up’s market segment. Substantial information is provided in the case on key competitors such as Citigroup, J.P. Morgan Chase, Bank of America, and Wachovia, and on the strategies these firms are likely to employ in the online banking segment.
Publication Date: 2004
Geographic Setting: Alabama Industry Setting: Internet Banking
Event Year Start: 1999 Event Year End: 2003
Courses: Business Policy; Entrepreneurship; e-Commerce Course Sequence: Business Strategy/e-Commerce
Subjects: Business Policy; Entrepreneurship; e-Commerce
Supplements: Teaching Note
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| 12 pp.
| Case — Making It Big
Winn, Joan
The major decision point in the case concerns Cynthia Rigg’s dilemma of how to rejuvenate her company‘s growth. A secondary issue concerns the role that Cynthia should take in leading the company for the future and what needs to be done to take the company to “the next level.” An excellent case for use in the first half of the course.
Publication Date: 2004
Geographic Setting: California Industry Setting: Apparel
Event Year Start: 1984 Event Year End: 2002
Courses: Business Policy; Entrepreneurship Course Sequence: Business Strategy
Subjects: Business Policy; Entrepreneurship
Supplements: Teaching Note
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| 20 pp.
| 15. Going Global
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| 26 pp.
| Case — VacationSpot.com & Rent-A-Holiday: Negotiating a Trans-Atlantic Merger of Start-
Author(s): Kuemmerle, Walter; Coughlin, William J.
Publication Date: 03/31/2000 Revision Date: 04/05/2004
Product Type: Case (Field)
Product Description: Describes a potential trans-Atlantic merger between two young companies in the Internet space. VacationSpot.com, based in Seattle, and Rent-A-Holiday, based in Brussels, both offer on-line listings and reservations for independent leisure lodging (i.e., villas, apartments, and bed & breakfast places) around the world. Both companies were started in 1997. At the time of the case (April 1999) the two companies are world-market co-leaders and discussing a merger. While the lodging inventory of both companies is very similar, their most recent post-money valuations have a ratio of approximately 9: 1. Merger negotiations have come to a standstill over the valuation issue. Both sides need to decide whether to restart negotiations and what terms to propose. Teaching Purpose: Valuation of Internet start-up firms; assessing the feasibility of a cross-border merger of start-ups; negotiating a merger.
HBS Number: 9-800-334
Geographic Setting: United States/BelgiumIndustry Setting: services, tourismNumber of Employees: 60Gross Revenues: $1.6 million revenues
Event Year Start: 1999Event Year End: 1999
Subjects: Europe; International entrprnl finance; Internet; Mergers & acquisitions; Negotiations; Tourism; Valuation
Academic Discipline: Entrepreneurship
Supplementary Materials: Teaching Note, (5-803-057), 19p, by Walter Kuemmerle
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| 22 pp.
| Case — TelePizza
Author(s): Kuemmerle, Walter; Ellis, Chad; Roure, Juan
Publication Date: 03/11/1999 Revision Date: 04/06/2004
Product Type: Case (Field)
Product Description: Describes TelePizza, Spain’s leading chain of pizza restaurants and delivery services. TelePizza has experienced rapid growth to 500 stores since its creation in 1987. The company went public on the Spanish stock market in late 1996. Franchising played an important role in the firm‘s expansion to date. For further growth, the founder and CEO is contemplating three strategies: further expansion in Spain, international expansion, or the creation of new restaurant concepts. Teaching Purpose: permits a rich discussion of growth strategies and of growth rates implied in a firm's stock market valuation.
HBS Number: 9-899-080
Geographic Setting: Spain Industry Setting: restaurants Gross Revenues: $250 million revenues
Event Year Start: 1998 Event Year End: 1998
Subjects: Entrepreneurial finance; Europe; Franchising; Growth strategy; International business; International entrprnl finance; Restaurants; Valuation
Academic Discipline: Entrepreneurship
Supplementary Materials: Teaching Note, (5-803-076), 23p, by Walter Kuemmerle, Alexander Berson
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| 15 pp.
| Case — Singulus
Author(s): Kuemmerle, Walter; Ellis, Chad
Publication Date: 12/15/1998 Revision Date: 01/21/2004
Product Type: Case (Field)
Product Description: Describes Singulus, the compact disk metallizer business of Leybold AG, a large German company, which has been put up for sale. In April 1995, buyout firm Schroder Ventures has to decide whether to acquire the business. The investment decision is complicated by a number of factors, including Singulus’ assets, which at this stage consist primarily of intellectual property and a customer list.
HBS Number: 9-899-074
Geographic Setting: Germany Industry Setting: CD metallization Gross Revenues: $20 million revenues
Event Year Start: 1995 Event Year End: 1995
Subjects: Entrepreneurial finance; Equity financing; Germany; International entrprnl finance; International finance; Leveraged buyouts; Negotiations; Technological change; Technology
Academic Discipline: Entrepreneurship
Supplementary Materials: Case Video, (9-801-803), 5 min, by Walter Kuemmerle; Teaching Note, (5-800-207), 15p, by Walter Kuemmerle
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| 10 pp.
| Case — Vermeer Technologies (A): A Company Is Born
Author(s): Nanda, Ashish; Mahmood, Takia
Publication Date: 02/20/1997 Revision Date: 07/02/1997
Product Type: Case (Field)
Product Description: Charles Ferguson has just heard from a venture capital (VC) consortium that it is willing to finance Vermeer Technologies, a company he has co-founded for developing Internet software. The funds are sorely needed, but the VCs have imposed some onerous conditions, including a request that Vermeer’s first CEO be an outsider. Teaching Purpose: Identifies several tasks that need to be performed before a business idea can be realized as a business entity. Highlights the process of early product definition and the key role of employee selection in building an organization. May be used with: (9-397-080) Vermeer Technologies (B): Realizing the Dream; (9-397-081) Vermeer Technologies (C): Negotiating the Future; (9-397-082) Vermeer Technologies (D): Making Transitions; (9-397-085) Vermeer Technologies (E): New Beginning; (9-397-110) Vermeer Technologies (F): FrontPage 97.
HBS Number: 9-397-078
Geographic Setting: Cambridge, MA Industry Setting: computer software
Company Size: start-up Number of Employees: 10
Event Year Start: 1994 Event Year End: 1994
Subjects: Acquisitions; Business policy; Entrepreneurship; Organizational design; Personnel selection; Software; Venture capital
Academic Discipline: Entrepreneurship
Supplementary Materials: Supplement (Field), (9-397-079), 3p, by Ashish Nanda, Takia Mahmood; Case Video, (9-899-505), 15 min, by Ashish Nanda
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| 28 pp.
| 16. Accessing Resources for Growth from External Sources
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| 18 pp.
| Case — W.R. Hambrecht + Co.: OpenIPO
Perold, Andre F.; Bhow, Gunjan
OpenIPO is a new mechanism for pricing and distributing initial public offerings. The system, which is based on a Dutch auction, represents an attempt by the investment bank W.R. Hambrecht + Co. to change the manner in which IPOs are underwritten. The case provides a setting in which to discuss the existing set of institutional arrangements relating to the underwriting of IPOs, including the well-known phenomenon of the initial-day spike in price. Also provides a vehicle for discussing the informational efficiency of stock prices and the role of intermediaries and markets in providing investors with company-specific information. Can be used to talk about the issues raised by electronic trading and the distribution of securities over the Internet to relatively uninformed individuals.
HBS Number: 9-200-019 Type: Case (Field)
Publication Date: 10/20/1999 Revision Date: 1/18/2000
Geographic Setting: San Francisco, CA Industry Setting: finance Number of Employees: :100
Event Year Start: 1999 Event Year End: 1999
Subjects: Capital markets; Electronic commerce; IPO; Investment banking; Investment management; Stock exchanges; Stock offerings; Underwriting
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| 32 pp.
| Case — Amazon.com: Going Public
Author(s): Sahlman, William A.; Katz, Laurence E.
Publication Date: 10/22/1998 Revision Date: 08/03/1999
Product Type: Case (Field)
Product Description: Amazon.com, an early pioneer in electronic commerce, prepares its initial public offering in the face of turbulent market conditions. Joy Covey, Amazon.com’s CFO and the case protagonist, discusses the risks and opportunities of going public and the nature of electronic commerce business models in comparison to traditional land-based retail models. This case presents an opportunity to discuss the public offering process and the inter-relationship between a young company‘s financing strategy and business strategy.
HBS Number: 9-899-003
Geographic Setting: Seattle, WA Industry Setting: retail/E-commerce Number of Employees: 250 Gross Revenues: $70 million revenues
Event Year Start: 1997 Event Year End: 1997
Subjects: Business models; Electronic commerce; Entrepreneurial finance; Internet; IPO; Retailing
Academic Discipline: Entrepreneurship
Supplementary Materials: Teaching Note, (5-802-122), 13p, by William A. Sahlman
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| 19 pp.
| Case — Preview Travel (A)
Sahlman, William A.; Tempest, Nicole
Preview Travel was a leader in the online travel industry, having generated $80 million in bookings in 1997 and growing at a 34% compound annual growth rate per quarter. This case describes the evolution of Preview Travel’s business pl
HBS Number: 9-899-085 Type: Case (Field)
Publication Date: 10/19/1998
Geographic Setting: Silicon Valley, San Francisco, CA Industry Setting: Internet E-commerce Gross Revenues: $14 million revenues
Event Year Start: 1997 Event Year End: 1997
Subjects: Business models; California Research Center; Electronic commerce; Entrepreneurial finance; Financing; IPO; Silicon Valley; Travel
Supplementary Materials: Supplement (Field), (9-899-086), 3p, by William A. Sahlman, Nicole Tempest
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| 25 pp.
| 17. Ending the Venture
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| 22 pp.
| Case — Mandic BBS: An Entrepreneurial Harvesting Decision
Kuemmerle, Walter; Ellis, Chad
Describes Mandic BBS, one of Brazil’s first Internet service providers. In April 1998, with competition increasing and its venture capitalist financier looking to exit their investment, Aleksandar Mandic must decide which potential investor offers the best fit with his company and at what valuation and under what terms he is prepared to sell. Interested parties include a group of U.S. financial investors, an Argentine company with broad telecommunications ambitions in Latin America, and another Brazilian ISP. Teaching Purpose: To assess harvesting options for Internet entrepreneurs and valuation of Internet access providers based on detailed business plan.
HBS Number: 9-899-082 Type: Case (Field)
Publication Date: 3/18/1999 Revision Date: 8/29/2000
Geographic Setting: Brazil Industry Setting: Internet service Number of Employees: 100 Gross Revenues: $10 million revenues
Event Year Start: 1998 Event Year End: 1998
Subjects: Business plans; Entrepreneurial finance; International entrprnl finance; Internet; Partnerships; South America; Valuation
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| 12 pp.
| Case — Pellegrins (A)
Author(s): Davis, John
Publication Date: 07/24/1998 Revision Date: 02/12/2004
Product Type: Case (Field)
Product Description: A father and son working together in their family-owned publishing company are at a decision point because the son feels he is ready to become president at the age of 31.
HBS Number: 9-899-009
Subjects: Families & family life; Family owned businesses; Publishing industry; Succession planning
Academic Discipline: Entrepreneurship
Supplementary Materials: Supplement (Field), (9-899-010), 3p, by John Davis
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| 35 pp.
| Case — Flagstar Cos., Inc.
Author(s): Gilson, Stuart C.; Cott, Jeremy
Publication Date: 12/18/1998 Revision Date: 05/25/1999
Product Type: Case (Library)
Product Description: A large restaurant chain undergoes an LBO and subsequent recapitalization. Financial and operating problems at the company force it to consider various restructuring options, including a “Prepackaged” Chapter 11 exchange offer to its public bondholders. Teaching Purpose: To have students assess the financial soundness of a leveraged recapitalization; to teach the basics of U.S. bankruptcy reorganization practices, including prepackaged Chapter 11; to get students to understand the special problems presented by the restructuring of publicly-traded debt. A rewritten version of two earlier cases.
HBS Number: 9-299-038
Geographic Setting: Spartanburg, SC Industry Setting: restaurants
Company Size: large Number of Employees: 93,000 Gross Revenues: $2.5 billion revenues
Event Year Start: 1995 Event Year End: 1997
Subjects: Bankruptcy; Negotiations; Recapitalization; Restaurants; Restructuring; Valuation
Academic Discipline: Finance
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| 2 pp.
| Case — Fojtasek Companies and Heritage Partners — October 1998
Author(s): Lerner, Joshua
Publication Date: 10/04/1999
Product Type: Supplement (Library)
Product Description: Provides an update. Must be used with: (9-297-046) The Fojtasek Companies and Heritage Partners—March 1995.
HBS Number: 9-200-014
Subjects: Entrepreneurial finance; Family owned businesses; Financial strategy; Leveraged buyouts; Venture capital
Academic Discipline: Finance
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| 35 pp.
| Cases for Part IV
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| Back Matter
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| 21 pp.
| Index
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