Business strategy

November 2021

MOVE Guides (C)

By John Mullins, Tiffany Putimahtama

Having decided to go where her customers wanted to take her, CEO Brynne Kennedy had led MOVE Guides into the managed-moves market segment, in addition to the lump-sum moves segment that had given her company its start. By any measure, the company had grown: in top-line revenue, in head count, and (t...

November 2021

MOVE Guides (B)

By John Mullins, Tiffany Putimahtama

It was August 2014. The MOVE Guides team had successfully converted two of their initial pilot clients into paying customers whose employees were delighted with the company’s support of their moves.  Brynne Kennedy and her team were successfully closing a couple of additional lump-sum clients reg...

November 2021

MOVE Guides (A)

By John Mullins, Tiffany Putimahtama

It was a crisp autumn day in London in 2012. Brynne Kennedy and Steve Black, the co-founders of MOVE Guides, were huddling with their lead software developer, Peter Almasi, and their lead angel investor, Kevin Eyres. Their fledgling business had come a long way since its July launch, with pilot prog...

August 2021

Natura &Co: Sustainability at Scale

By Stefano Turconi, Pranjal Singh, Rui Wang

Established in 1969 as a cosmetics lab in the city of São Paulo, Natura grew briskly over the ensuing decades and by 2004 it had become Brazil’s largest beauty company. Unlike its competitors, Natura was built on the principle of reconciling socioecological sustainability with value creation. Dur...

August 2021

NiPay’s Pricing Conundrum – Compact Case Study

By Marco Bertini, Oded Koenigsberg

NiPay is a software provider competing in the Nigerian business-to-business payments market. Founded by Idaku Ibrahim nearly 20 years ago, NiPay sells two products to retailers and other merchants, which enable individual shoppers to transact either online or via a mobile device....

October 2020

The Marketing Process – Background Note

By Nader Tavassoli

The Chartered Institute of Marketing in the UK defines marketing as: “The management process responsible for identifying, anticipating and satisfying customer requirements profitably” 1 This note describes the marketing process...

October 2013

Nokia Siemens Networks: Branding a Global Merger from the Inside Out

By Simona Botti, Nader Tavassoli, Gudrun Herrmann

A handful of global players dominated the telecommunications infrastructure industry in 2007. The benefits to scale were significant: substantial funding requirements were necessary to sustain continuous innovation and development of networks, products and services; key customers themselves were glo...

October 2019

Ferrari: Strategy in Transition

By Stefano Turconi

Set in January 2018, the case presents the situation facing Ferrari Chairman and CEO Sergio Marchionne as he considers the future of the septuagenarian racing and luxury performance car company. During his tenure, Marchionne steered Ferrari onto a trajectory of sustained profitable growth. He split ...

November 2010

Changing the Fortunes of E.ON’s Corporate Customer Business (D)

By Michael Jacobides, Adrian Merrick

This case details UK energy supplier E.ON’s business turnaround from 2008. The company operated generation, distribution and retail businesses, with separately run sales and customer service operations. Following the departure of the heads of the sales and the customer service divisions, Adrian Me...

November 2010

Changing the Fortunes of E.ON’s Corporate Customer Business (C)

By Michael Jacobides, Adrian Merrick

This case details UK energy supplier E.ON’s business turnaround from 2008. The company operated generation, distribution and retail businesses, with separately run sales and customer service operations. Following the departure of the heads of the sales and the customer service divisions, Adrian Me...