Ivey Business School (Canada)
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StarHub Ltd.: Paving the Way for Innovation
Sarah L. Y. Cheah; Maw Der FooCase IVEY-9B19M048-EEntrepreneurship, StrategyIn 2018, the Singapore-based telecommunication operator StarHub Ltd. (StarHub) acknowledged that in 2017 its total revenue was relatively flat and its net profit had declined. In the face of rising competition and a slowing global economy, the company needed to explore new sources of revenue growth. Two areas of growth seemed promising. The first area involved the launch of StarHub's smart retail analytics for small and medium enterprises in the ...Starting at €8.20
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Wipro Consumer Care: Merchandising for Success
Sreeram Sivaramakrishnan; Gaurav Thapar; Varun Gattani; Abhra ChatterjeeCase IVEY-9B14A031-EMarketing, StrategyVisual merchandising (VM) plays an important role in hypercompetitive product categories. Though shoppers may be exposed to advertisements extolling the virtues of brands, they tend to get swayed at the point of purchase due to an attractive display or simply because of the prominence of a brand at the retail location. As such, companies must invest in processes and infrastructure to make effective VM possible.Wipro Consumer Care and Lighting is ...Starting at €8.20
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billionBricks: Homes for the Homeless
Sarah L. Y. Cheah; Nawazish ParwezCase IVEY-9B20M007-EEntrepreneurship, StrategyBy late 2018, a Singapore-based non-profit organization, billionBricks, had completed seven projects, rehabilitating more than a thousand homeless and disaster-stricken people in Asia. Its tent product was widely accepted and could, it was projected, meet the needs of millions of homeless people. Despite these achievements, the co-founder and chief executive officer felt that the company’s performance had not met his expectations. A key challenge...Starting at €8.20
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JFDI Asia: Southeast Asia's Leading Accelerator
Sarah L. Y. Cheah; Vivien K. G. Lim; Norvin ChanCase IVEY-9B16M214-EEntrepreneurship, StrategyIn 2010, two entrepreneurs launched Joyful Frog Digital Incubator (JFDI), Southeast Asia’s first start-up accelerator in Singapore. They aimed to help develop Singapore’s start-up environment through a structured program that provided access to early stage funding and mentorship. More than 70 start-ups had graduated from the program, and more than half had raised substantial funding. However, five years later, in 2015, JFDI faced challenges as a ...Starting at €8.20
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Glints: Linking Youths and Jobs
Sarah L. Y. Cheah; Vivien K. G. Lim; Norvin ChanCase IVEY-9B17M018-EEntrepreneurship, StrategyEstablished in 2013, Glints was an online job search service for new graduates, marketing itself as “LinkedIn for youth.” The Singapore-based company was founded by three 21-year-olds who chose to put their university education on hold and forfeit their scholarships in order to pursue their entrepreneurial ambitions. Using the lean start-up approach, Glints pivoted its business model several times before finding a suitable position in a resegment...Starting at €8.20
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QualityKiosk: Drawing up a Sales Strategy
Sreeram Sivaramakrishnan; Anuroop KrishnaCase IVEY-9B17A064-EEntrepreneurship, Marketing, StrategyQualityKiosk Technologies Private Limited (QualityKiosk) was an information technology company providing software application testing and quality assurance services to banks and insurance companies in India. In 2015, QualityKiosk had over 70 per cent penetration in the insurance sector in terms of numbers of customers, and only 30 per cent penetration in the banking sector. Anuroop Krishna, head of QualityKiosk’s banking vertical, must put togeth...Starting at €8.20
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Fujitsu: Co-Creating Digital Business
Sarah L. Y. Cheah; Maw Der FooCase IVEY-9B18M137-EEntrepreneurship, StrategyIn 2017, the president of Fujitsu Asia Pte. Ltd. in Singapore, a subsidiary of Japanese conglomerate Fujitsu Limited (Fujitsu) needed to decide between two project options that represented growth in different industries in Asia. Both projects represented Fujitsu's vision of connected services and could potentially be much-needed engines of new growth for Fujitsu Singapore over the next 5 to 10 years. The first option was to offer its Japanese-eng...Starting at €8.20
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Asclepius Consulting: The Sales Force Dilemma
Sreeram SivaramakrishnanCase IVEY-9B13A036-EEntrepreneurship, Marketing, StrategyIn 2012, Asclepius Consulting is one of the many small software companies in India that have aspirations to become product companies as opposed to being services companies. Asclepius Consulting deals in hospital management information systems and has a product and service offering that is competitive and well received by customers. However, due to lack of capital, the company has been unable to invest in a sales force, and this has created a prob...Starting at €8.20
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Kapap Academy: A Hermit Warrior's Mission
Sarah L. Y. Cheah; Luke Shineng WuCase IVEY-9B19M004-EEntrepreneurship, StrategyKapap Academy Pte. Ltd. (Kapap Academy) was established in 2007, following the tragic death of the founder’s older brother, with a mission to empower everyday people to learn realistic self-defence skills. The founder and his apprentice-turned-business partner formulated a simple yet functional brand of self-defence, which they named the Modern Street Combatives method. Kapap Academy’s social mission was evident in its provision of both heavily d...Starting at €8.20
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QualityKiosk: Sales Force Design for Anabot
Sreeram Sivaramakrishnan; Anuroop KrishnaCase IVEY-W28435-EMarketing, StrategyIn December of 2020, the head of product development at QualityKiosk Technologies Private Limited (QualityKiosk) was grappling with a significant issue. QualityKiosk provided application quality assurance, business automation, digital experience management, and data analytics services to financial services companies across India. Krishna had to recommend the way forward for the company’s latest product—Anabot, a new information technology (IT) jo...Starting at €8.20