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Optima Business Group: Leveraging Information Technology for Salesforce Enablement
Ritu Mehta; Debabrata GhoshCase IVEY-9B15A021-EMarketing, StrategyOptima Business Group (OBG), a consumer packaged goods firm, achieved significant improvements in its sales and distribution processes through the implementation of sales force automation (SFA). The implementation was carried out in the urban markets of OBG, but it was not an easy journey. The chief technology officer has to decide whether OBG should implement SFA in its rural markets and, if so, how it should be executed. What are the risks and ...Starting at €8.20
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Boond: Enabling Access to Energy Solutions for Rural India
Sandeep Goyal; Amit Kapoor; Rajen GuptaCase IVEY-9B14M048-EEntrepreneurship, StrategyMore than one-third of India remained without electricity or received less than eight hours of electricity per day. To fight energy poverty, Boond was in the business of providing lighting solutions to the low-income population in rural India. By 2013, it had created a network of four hubs (energy centres) and impacted the lives of more than 50,000 people across two states in India through its solar energy systems. It had forged non-traditional p...Starting at €8.20
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Biba: Stitching Plans for Growth
Ritu Mehta; Prateeth NayeeniCase IVEY-9B16A037-EEntrepreneurship, Marketing, StrategyAfter solidifying its brand as a national leader in the ready-made, ethnic wear market in India, Biba Apparels Pvt. Ltd. (Biba) was at a crossroads when it came to determining future growth strategies. By 2014, Biba had 150 exclusive brand outlets and 225 multi-brand outlets all over India as well as an online presence. Faced with fierce competition from trendy western retailers and local competitors creating chic Indo-Western fusion clothing, Bi...Starting at €8.20
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Asian Paints: Gaining Competitive Advantage Through Employee Engage-meant
Upasna A. Agarwal; Rajen GuptaCase IVEY-9B14C029-ELeadership and People Management, StrategyThe national head of sales for consumer business for one of India’s largest paint companies was anxious and concerned about the plummeting levels of employee engagement at his company. He was also aware of an increasing number of complaints about employee’s attitudes and their approach towards both work and the organization from people in senior management. As a seasoned business manager, he knew that he needed to understand and address the gaps ...Starting at €8.20
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Positioning Urzza: Launching a New Energy Drink
Ritu Mehta; Robin SinghCase IVEY-9B16A009-EEntrepreneurship, Marketing, StrategyBisleri International, a household name in the bottled water segment in India, launched a new energy drink called Urzza in 2014. The energy drink market in India, dominated by Red Bull, was in a nascent stage but was growing at a rapid pace. Recently, energy drinks had been the subject of grave health concerns owing to the harmful effects of excessive caffeine. Urzza, an energy drink without caffeine, had been launched with the intention of creat...Starting at €8.20
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ABC Energy Limited: Culture and Formalization
Pavitra Mishra; Rajen GuptaCase IVEY-9B11C009-EEntrepreneurship, Leadership and People Management, StrategyAWARD-WINNING CASE: Adjudged third-best case at the ISB Case Competition 2010 held in partnership with the Richard Ivey School of Business and the Association of Indian Management Schools and sponsored by the Chartered Institute of Management Accountants.ABC Energy Limited (ABCEL) was created in March 2007 by ABC Infra Private Limited and XYG Private Limited. In September 2007, MNP Finance Limited joined ABCEL as an equity partner. In 2010, ABCEL...Starting at €8.20