Search results
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Intelligence partners: El proceso de ventas
Vila, VictorianoCase M-1315MarketingLos directivos de la compañía Intelligence Partners (IP) se cuestionan si el seguimiento que están haciendo actualmente de los clientes potenciales es adecuado y acorde con los recursos de los que disponen. Analizan con detalle su proceso de ventas con el objetivo de establecer criterios de mejora.Starting at €8.20
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Self-Diagnosis (A): Business Development at My Professional Service Firm
Villanueva, Julian; Vila, VictorianoCase MQ-1-EMarketingStarting at €8.20
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Clifford Chance Spain
Villanueva, Julian; Vila, VictorianoCase M-1353-ELeadership and People Management, Service and Operations Management, StrategyIn October 2016, Jaime Velázquez, managing partner of Clifford Chance in Spain ("CC"), was preparing for the monthly partners meeting. Although the firm had managed to successfully navigate the severe economic crisis and was now seeing solid growth, many dark clouds were approaching for the Spanish economy. For starters, the country had been without a government for almost a full year, after the political deadlock resulting from the second genera...Starting at €8.20
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Self-Diagnosis (B): The Sales Process at My Professional Service Firm
Villanueva, Julian; Vila, VictorianoCase MQ-2-EMarketingStarting at €5.74
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Vodafone España y su plan de grandes cuentas (A)
Ayala, Ignacio; Vila, Victoriano; Villanueva, JulianCase M-1191MarketingEl caso describe el programa de grandes cuentas globales de Vodafone y los principales problemas que se plantean en su implementación.Starting at €8.20
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Sinpasa (A)
Pons, J. M.; Segarra, José Antonio; Vila, VictorianoCase M-1016MarketingEl nuevo jefe de ventas de la zona norte de España de una empresa de suministros de papelería técnica se plantea cómo preparar su entrada a la vista de unos pobres resultados.Starting at €8.20
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Eagel, S.A.: La búsqueda del valor añadido
Miranda, E.; Nueno, José Luis; Vila, VictorianoCase M-903MarketingEn el verano de 1992, José Mª Julià, director general de Eagle, un VAR de Hewlett Packard, se plantea qué medidas adoptar para responder a la cada vez acuciante redistribución del valor añadido por parte de ese fabricante de ordenadores.Starting at €8.20
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Alibaba Group (Spanish version)
Wulf, Julie M.Case HBS-710S18StrategyDiscusses how Alibaba Group successfully managed new business ventures to become a leader in China's online marketplaces. Students follow Alibaba Group's transition from a startup to a multibusiness firm with over 15,000 employees in just over a decade. They analyze the evolving dynamics of internal competition and cooperation among Alibaba Group's subsidiaries. Students are also asked to address Alibaba Group's strategy, the role of its corporat...Starting at €8.20
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Organization and Strategy at Millennium (B)
Wulf, Julie M.; Waggoner, ScottCase HBS-710418-EStrategyThis case examines Millennium's strategic and organizational responses to the rapid evolution of the biopharmaceutical industry. In the early 2000s, as Millennium's competitive advantage in early-stage research slipped away and its losses mounted, founder CEO Mark Levin moved the firm downstream away from research and towards drug development and commercialization, while narrowing horizontal breadth from over a dozen therapeutic classes to just t...Starting at €5.74
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Microsoft United Kingdom: the major accounts program (Portuguese Version, Brazil)
Cintora M. A.; Folle, Carlos; Vila, VictorianoCase M-1181-PBMarketingTwo years after the implementation of the large accounts program in Microsoft Spain, some fine adjustments are being considered as a consequence of the changes in customer demand, as well as the change in some of the competitive elements, mainly the evolution of technology and the movements of competitors.Microsoft Spain is studying the possibility of modifying some of the operational aspects of the large accounts program.Starting at €8.20