Cold Call Podcast Por HBR Presents / Brian Kenny arte de portada

Cold Call

Cold Call

De: HBR Presents / Brian Kenny
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Cold Call distills Harvard Business School's legendary case studies into podcast form. Hosted by Brian Kenny, the podcast airs every two weeks and features Harvard Business School faculty discussing cases they've written and the lessons they impart.Copyright 2026 President and Fellows of Harvard College Economía Gestión Gestión y Liderazgo Liderazgo Marketing Marketing y Ventas
Episodios
  • Should Wasabi Technologies Make the Move from Direct Sales to a Channel Strategy?

    Should Wasabi Technologies Make the Move from Direct Sales to a Channel Strategy?
    Mar 31 2026
    After launching Wasabi Technologies, a successful cloud storage company, founder and CEO David Friend was ready to scale the venture rapidly. The company had focused primarily on direct sales, but an opportunity to pivot toward channel sales was on the horizon. However, making this pivot would mean changing its sales, marketing, and staffing strategies dramatically, and effectively veering the company away from its already successful course. Harvard Business School Senior Lecturer Lou Shipley joins Brian Kenny to discuss the case, “Wasabi Technologies” and the questions Friend wrestled with: Was channel sales the right play for the burgeoning cloud storage provider? If so, how should it best be implemented? They also explore ideas connected to Shipley’s new book, Unlikely Entrepreneurs.
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    28 m
  • How Software Startup InsightSquared Wrestled with Creating an Optimal Sales and Marketing Strategy

    How Software Startup InsightSquared Wrestled with Creating an Optimal Sales and Marketing Strategy
    Mar 17 2026
    Software startup InsightSquared had recently hit $2 million in revenue and secured an $8 million round of venture capital. However, the founders disagreed on the path ahead, specifically on the sales and marketing plan. Should they focus on a sales-centric approach to growth or a marketing-centric one? Which strategy was optimal for their venture’s next phase of growth? Harvard Business School Senior Lecturer Mark Roberge joins Brian Kenny to discuss the case, “InsightSquared: Developing the Sales and Marketing Plan” and ideas related to his new book, The Science of Scaling.
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    32 m
  • Why the Commonwealth Bank of Australia Opened Up to Customers about Credit Card Risks

    Why the Commonwealth Bank of Australia Opened Up to Customers about Credit Card Risks
    Mar 3 2026
    A bank’s decision to experiment with being more transparent with about credit card drawbacks might help customers make better choices, but would those choices come at the expense of bank performance? Harvard Business School Professor Leslie John joins Brian Kenny to discuss the case, “Commonwealth Bank of Australia: Unbanklike Experimentation” and ideas related to her new book, Revealing: The Underrated Power of Oversharing. They explore the benefits and potential drawbacks to the bank “oversharing” information with customers.
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    25 m
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