Cold Call

Harvard Business Review
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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.

  1. 23. lip

    How School of Rock Created Structure in Order to Scale with Agility and Creativity

    In the summer of 2021, School of Rock was a youth-oriented music education company with 291 franchise- and company-owned schools globally. Before Rob Price became CEO in 2017, School of Rock’s nonconformist culture led to variability in teaching styles, educational outcomes, and risks for copyright violations. One of Price’s major initiatives to aid better standardization was the Method App which provided a structure to empower and guide work at the school branches, featuring nearly 100 show programs and 1,000 copyright-compliant song choices tagged with the associated skill levels, musical concepts, and corresponding show programs. When the app launched in 2019, it struggled to gain traction. Some franchisees felt the functionality was flawed; others worried that the app threatened their pedagogical independence. Harvard Business School Professors Tatiana Sandino and Jeffrey Rayport joined host Brian Kenny and School of Rock leaders Stacey Ryan, President, and Rob Price, Former CEO for a live taping of Cold Call on the HBS campus. They discussed the case, “School of Rock: Tuning into Structured Empowerment,” and explored how they chose to drive adoption of the Method App across its franchisees without reigniting tensions with the corporate office.

    37 min

  2. 9. lip

    The Founder Mindset: Tim Ferriss on Experiments, Risk, and Freedom

    What does it take to be a founder? In this episode of The Founder Mindset, produced by Harvard Business School Foundry and hosted by Senior Lecturer Reza Satchu, Satchu sits down with writer, podcaster, and investor Tim Ferriss to discuss his blueprint for nimble decision-making and actionable success.

    33 min

  3. 26. svi

    How Strong Teams Leverage Different Personality Types

    Harvard Business School Professor Len Schlesinger and TypeCoach President Rob Toomey join Brian Kenny to discuss the two mini cases, Night Two in Hanoi: Team Dynamics Under Pressure and Day 6 in Buenos Aires: Fatto Bene. They explore MBA students’ journeys through the first-year FIELD Global Capstone course and how the TypeCoach personality classications taught them how to recognize and work across cognitive differences, ultimately improving team dynamics and their final project outcome.

    27 min

  4. 12. svi

    Microsoft’s Path to Adopting and Scaling AI Across its Sales Organization

    In early 2024, six months after the highly anticipated launch of Microsoft Copilot across the 62,000-person Microsoft Customer and Partner Solutions (MCAPS) organization—one of the world’s largest sales organizations—the initial excitement had not yet materialized into widespread adoption and transformation. But, two years after initiating their AI transformation journey, the organization’s daily active usage of AI tools had reached over 60% and monthly active usage over 98%, significantly altering how sales professionals approached their work. The path to adoption had required Microsoft to evolve its approach based on early deployment insights. Harvard Business School Associate Professors Iav Bojinov and Shunyuan Zhang join Brian Kenny to discuss the case, “Microsoft Customer and Partner Solutions: The Deployment of Copilot and Agents.” They explore the company’s journey to successfully mobilizing AI adoption within the sales process, the challenges it faces integrating autonomous sales agents, what it takes to get thousands of employees to fundamentally change how they work.

    27 min

  5. 28. tra

    How a Family-Owned Greek Cement Company Evolved Its Leadership While Pivoting Its Product Portfolio

    Over 26 years at the helm, Dimitri Papalexopoulos, fourth-generation CEO of TITAN Cement, has turned the company from a domestic player into an internationally diversified group and championed an AI-driven productivity leap, even while steering the company through multiple economic crises. As TITAN prepared for its next phase of growth, Papalexopoulos faced the consequential decision of whether to continue leading the company, promote a trusted insider, or become the first in the company’s history to recommend to the board appoint a non-family CEO. Harvard Business School Professor George Serafeim and TITAN former CEO Dimitri Papalexopoulos join Brian Kenny to discuss the case, “Transforming a Titan,” exploring digitalization, globalization, and succession planning of an established family business as well as how to accelerate low-carbon efforts in a carbon intensive industry.

    35 min

  6. 14. tra

    The Challenges of Scaling a Technology for Social Good

    In 2021, a breakthrough in sanitation technology – developed under the Gates Foundation’s “Reinvent the Toilet” challenge – stood ready for commercialization. The Single User Reinvented Toilet (SURT) offered an off-grid, self-contained system capable of processing waste, generating water, and reducing environmental impact. Turning this technical success into a viable product, however, meant confronting intertwined challenges around behavior change, infrastructure compatibility, financing models, and stakeholder incentives. Harvard Business School Assistant Professor Maria Roche and SURT engineer Dr. Shannon Yee join Brian Kenny to discuss the case “Toilets for the Underserved: The SURT Commercialization Challenge” and the central question of how to launch and then scale a technology particularly important for underserved markets, but not a lucrative short term investment opportunity.

    30 min

  7. 31. ožu

    Should Wasabi Technologies Make the Move from Direct Sales to a Channel Strategy?

    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.

    28 min

  8. 17. ožu

    How Software Startup InsightSquared Wrestled with Creating an Optimal Sales and Marketing Strategy

    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.

    32 min
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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.

Informacije

  • Kanal
    Harvard Business Review
  • Autor
    HBR Presents / Brian Kenny
  • Aktivne godine
    2016. - 2026.
  • Epizode
    289
  • Ocjena
    Eksplicitno
  • Copyright
    © Copyright 2026 President and Fellows of Harvard College
  • Web‑stranica emisije
    Cold Call

Više od: Harvard Business Review

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