Cold Call

ShotSpotter provides gunfire detection sensors to cities across the United States. CEO Ralph Clark is interested in taking the company beyond the business-to-government sales model and into new services. Could his company provide a service to colleges and schools concerned with mass shootings? Could the technology be adapted for indoor applications like shopping malls and movie theaters? Or even citywide deployment through smart cities to detect gunfire during terrorist attacks. Harvard Business School professor Mitch Weiss discusses his cases entitled “ShotSpotter” — how moving from one business model to another is difficult, and how successful companies make the transition.

It’s a common challenge for almost every startup: how much and how fast to grow. But Vijay Shekhar Sharma, founder of the Indian mobile payments and commerce platform Paytm, knows that he wants to take his company to $100 billion and replicate its model in other emerging markets. Harvard Business School professor Sunil Gupta discusses his case “Paytm: Building a Payments Network” — how reaching Sharma’s lofty goal won’t be about technology and finding new solutions, but rather all about finding new use cases for existing solutions.

When CEO Jeffrey Dunn took over Sesame Street in 2014 and made a licensing arrangement with HBO, many people were skeptical this would take the program in the right direction. But with a new mission to, “Make kids smarter, stronger, and kinder,” and a lot more innovation, it seems the opposite is in the works. Harvard Business School professor Rosabeth Moss Kanter, who wrote the case entitled “Sesame Workshop: Bringing Big Bird Back to Health” with Harvard Business School professor Ryan L. Raffaelli, talks about reversing a losing streak with new partnerships and in the process determining how to answer foundational questions like, “Who are we if we make this deal?”

What does it take to successfully lead a team to the top of the highest peak in the world? First-year students find out as they participate together in, “Everest: A Leadership and Team Simulation.” Harvard Business School professor Amy Edmondson talks about the choice to use Mt. Everest as the backdrop for this academic exercise, designing the simulation, and what students learn about teamwork along their way “up the mountain.”

Health insurance that consumers like? Doesn’t sound possible, but South African company Vitality is doing just that. By focusing on consumer-driven health insurance ideas like paying customers to take care of themselves, Vitality has expanded to the UK and China. Harvard Business School professor Regina Herzlinger discusses her case entitled “The Vitality Group: Paying for Self-Care” — why this idea of paying for self-care has the potential to improve health care in the United States as well.

Germany took in a million Syrian refugees in 2015, buoyed by the knowledge that these people could contribute strongly to the country’s economy. But has it worked out as successfully as hoped? Harvard Business School professor Rebecca Henderson discusses her case study, “German Business and the Syrian Refugee Crisis” — what it takes to integrate a huge number of new people, and the role business can play.

Is it possible to retain brand value after cutting costs and services dramatically just to stay alive? The airline industry has struggled with this question for decades in the face of economic downturns, changes in market structure, and shifting clientele. Harvard Business School professor Susanna Gallani discusses one of the central lessons from her case study (co-authored with Harvard Business School professor Eva Labro), “RegionFly: Cutting Costs in the Airline Industry,” that encompasses any company in any industry: the long-term focus for any leadership team has to be on not just survival, but figuring out how to come back from a rough patch to regain and even exceed market position.

IDEO’s human-centered design thinking is a systematic process used to help create new products and services. And, the best part? They are open about the process and how to adopt it. Harvard Business School professor Ryan Buell explores this process through the example of Cineplanet, the leading movie cinema chain in Peru. The company hired IDEO to help them determine how to better align their operating model with the needs of its customers. Like Buell, this case, entitled “IDEO: Human-Centered Service Design,” may change the way you think about thinking.

Using crowdsourcing to develop an annual list of Hollywood’s hottest unproduced screenplays, Harvard graduate Franklin Leonard took the negative term “black list” and turned it into a coveted place to be. Three films that once appeared on his Black List are nominated for a Best Picture Oscar this year. Harvard Business School professor Henry McGee, the former president of HBO Home Entertainment, discusses his case, “The Black List,” which explores a fascinating case about navigating the Hollywood film industry, reclaiming blackness as a positive, and taking success to the next level.

Growing up in the heart of the Confederacy, Maggie Lena Walker started work as a laundress at age nine. At the urging of her mother and mentors, she turned to education, and used it to propel her life forward — graduating high school at 16, working as a teacher, and learning accounting. Those experiences, coupled with her strong work ethic, culminated in Walker rising to lead the Independent Order of St. Luke and found several other businesses, all of which created jobs and opportunities for many women and blacks where there had been none before. Harvard Business School professor Tony Mayo discusses his case, “Maggie Lena Walker and the Independent Order of St. Luke” regarding Walker’s remarkable legacy of firsts, and the courage and strength it took for her to forge a path forward for herself and those she served.