Ivey Business School (Canada)
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Testin: Partnering with Multinational Corporations
Shameen Prashantham; Liman ZhaoCase IVEY-9B17M127-EEntrepreneurship, StrategyBy 2017, Beijing Testin Information Technology Co., Ltd. (Testin), had forged partnerships with multiple large multinational companies (e.g., Microsoft, IBM, ARM, Intel). Since it was founded in 2011, Testin had served over 800,000 application developers by conducting more than 150 million quality and security tests on over 2.5 million mobile applications. It had received several rounds of financing totaling over $80 million. Many Chinese Interne...Starting at €8.20
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Didi Kuaidi
Ning Su; Yulin Fang; Yukun YangCase IVEY-9B16M060-EEntrepreneurship, StrategyIn 2015, Didi and Kuaidi, the two leading players in China’s Internet-based ride-hailing industry, merged to form Didi Kuaidi. The combined firm represented one of the world’s largest Internet- and smartphone-based transport service companies, valued at about $6 billion. In its home market of China, Didi Kuaidi left its biggest competitor, Uber, a distant second. Meanwhile, Didi Kuaidi actively pursued global growth. For example, it invested in a...Starting at €8.20
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Drishti Eye Centre: Managing a Sales Force
Rajeev KumraCase IVEY-9B17C010-EEntrepreneurship, Leadership and People Management, StrategyAs a small-scale hospital located in the city of Faridabad in northern India, Drishti Eye Center (Drishti) had recently expanded its operations by diversifying into pharmaceutical sales. The founder and managing director of the hospital soon faced conflict among the members of his sales force when a young sales representative received a poor performance evaluation, which he viewed as unfair. In response to this situation, the salesman decided to ...Starting at €8.20
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Skelta and the Microsoft Partner Ecosystem
Shameen PrashanthamCase IVEY-9B12M122-EEntrepreneurship, StrategyAn Indian-based software product start-up has succeeded in forging a valuable relationship with Microsoft, which has been vital to its international success. When the Microsoft relationship manager assigned to the company leaves Microsoft unexpectedly, the company’s chief executive officer needs to make some critical decisions regarding how to manage its relationship with Microsoft.Starting at €8.20
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Teracom Limited: Appointing a Consumer Distributor - Teaching Note
Rajeev KumraTeaching Note IVEY-8B16A029-EMarketingTeaching note for product 9B16A029.Starting at €0.00
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Didi Kuaidi - Teaching Note
Ning Su; Yulin Fang; Yukun YangTeaching Note IVEY-8B16M060-EStrategyTeaching note for product 9B16M060.Starting at €0.00
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Integrated Centre for Consultancy Private Limited: Public Relations in India - Teaching Note
Rajeev KumraTeaching Note IVEY-W27237-EKnowledge and Communication, MarketingTeaching note for product W27236.Starting at €0.00
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VaccineOnWheels: Service Excellence for COVID-19 Vaccinations
Rajeev Kumra; Surajit Ghosh DastidarCase IVEY-W27265-EEconomics, MarketingVaccineOnWheels (VOW), a social enterprise providing doorstep vaccination to India’s low-income and marginalized communities, was founded in December 2019. After the outbreak of the COVID-19 pandemic and arrival of COVID-19 vaccines, VOW was perfectly positioned to contribute to the government’s immunization drive. In 2021, the company entered into a public-private partnership with some of India’s largest municipal corporations as their on-the-gr...Starting at €8.20
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The Hidden Story Behind Dancing With Gorillas: Strategies for Partnering With a Multinational
Shameen PrashanthamArticle IVEY-9B11TD08-EStrategyFor small firms, partnering with a multinational corporation (MNC) provides great opportunities and great challenges. Conventional partnering approaches are unlikely to succeed, and firms must use less orthodox strategies. In particular, start-ups can employ three strategies for success: forming, consolidating, and extending MNC relationships. 1) Forming MNC relationships entails fathoming the larger company, targeting the right individuals, and ...Starting at €8.20
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Bombay Shaving Company: Digital Customer Conversion - Teaching Note
Rajeev KumraTeaching Note IVEY-8B21A021-EMarketingTeaching note for product 8B21A021.Starting at €0.00