Description
An 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.
Learning Objective
This case is intended for a course on international strategy or international entrepreneurship. It can be used in classes that deal with the internationalization of entrepreneurial ventures, interorganizational relationships and internationalization and/or emerging economy firms. Instructors can use this case to discuss the following: ·Opportunities and challenges associated with leveraging network relationships in new venture internationalization and growth. ·Opportunities and challenges associated with internationalizing as a new venture from an emerging economy context. ·Opportunities and challenges associated with new ventures developing and leveraging relationships with large multinationals that are vastly dissimilar.