IESE (España)
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Europa Group Seguros, S.A.: Go-To-Market Strategy
Font, Vicente; González, JorgeCase M-1378-EMarketingEuropa Group Seguros (EGS), the Spanish subsidiary of a German insurance company, has to decide what to do with the direct salesforce launched the previous year. First results are not conclusive. This decision needs to take into account the request from headquarters to show consistent growth. Some of the members of EGS management team support that it would be better for the company to invest in the traditional agent network while others suggest t...Starting at €8.20
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Innovation at PwC: Transforming the Organization
Gironza, Alfonso; Prats, Mª Julia; Gómez, Pedro AlbertoCase E-163-EEntrepreneurship, Innovation and ChangeThe chairman of PwC Spain has proposed a new target for 2012: 10% of revenue is to come from innovative services. Pedro Alberto, innovation leader, is weighing the impact the launch of the iMarket and the breakthrough innovation proposals already in the pipeline are likely to have on the firm. Even if his team continues to enjoy the strong management backing it has had up until now, will he be able to maintain the innovation orientation that has ...Starting at €8.20