This case focuses on the growth needs of a company moving from its base with SME clients (small and medium-sized companies) to business clients (companies with more than 500 employees). Examine differences in purchasing processes, product requirements, after-sales services, and the impact on the organization and provision of sales resources on InsideSales.com.
Chip and Joanna Gaines, who both became famous as stars of the hit TV show Fixer Upper, are preparing to launch their own TV channel. It’s April 2019, a year since the fifth season of the Fixer Upper apartment renovation show on cable channel HGTV ended, and more than a year and a half since …
Born in Denmark, Bjarke Ingels is considered a giant in the field of architecture. He founded his company Bjarke Ingels Group (BIG) in 2005 in Copenhagen. Fourteen years later, the company has offices in New York, London and Barcelona and employs more than 500 people. BIG is known for what Ingels calls “hedonistic sustainability.” The …
Job search site iimjobs.com has become a major player in India’s hiring landscape for premium jobs spanning leadership and middle management positions as well as multiple industries. In January 2018, using the database of job vacancies and resumes on its website, the company launched Calculus, a platform based on advanced talent analytics to provide integrated …
Infinity Life Insurance Company was a joint venture between two Indian public banks and a UK insurance company. The company started operations in November 2009 as the youngest player to enter the life insurance market in India. Within three years of starting business, it was among the top 10 private companies in terms of new …
This case examines Tom Kalil’s role as Assistant Director of Technology and Innovation in the White House Office of Science and Technology Policy. As the end of President Obama’s administration nears, Kalil and his team at Policy Entrepreneurs must work to build an ecosystem of individuals and organizations inside and outside the federal government if …
In December 2015, the co-founder and CEO of Technology Uncorked LLP (TU) faced decisions about the future of the company. TU was a four-year-old startup that established itself as an idea generation machine that uses crowdsourcing to generate ideas and then accelerate the development of the best ones. Given the above decision between the initial …
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Vitality Health Enterprises, a mid-size health and personal care company, has posted strong sales growth for six consecutive quarters. James Hoffman, the new senior vice president of human resources, fears that the chain of success is moving the company’s focus away from effective performance management. Recently, Vitality has seen an increase in turnover among the …
This case (B) describes the steps Andre Wyss, president of Novartis Pharmaceuticals Corp., took in early 2012 to transform the company’s general drugs group and develop specialty drug distribution capabilities in the face of declining sales and the imminent downsizing of the workforce. Rather than rapidly downsizing the organization to save costs, Wyss and his …