Subject category:
Entrepreneurship
Published by:
Babson College
Version: 09.27.02
Length: 16 pages
Data source: Field research
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Abstract
This is a two-part case. A company providing software for corporate intranets to facilitate the collection and management of time and labour-related data must contend with customer demands for broader integrated suites of software products. By the mid 1990s the company had a 60-70% market share but as the software industry matures and customers become more sophisticated in choosing their software products, Kronos, which has been providing a superior product, must now consider partnering rather than continuing their go-it-alone strategy. The founder struggles with this changing landscape initially by revamping the company''s upper management producing limited success. Options considered besides the status quo include: expansion, original equipment manufacturer (OEM) sales to large vendors of software to include in their suites or strategic alliances with selected vendors. Eventually, the company establishes alliances with four vendors with great success. The teaching note is a PowerPoint file and includes strategies for case presentation, key concepts, solutions to the assignment questions in the case, and suggestions for the most effective ways to work this case into a course.
About
Abstract
This is a two-part case. A company providing software for corporate intranets to facilitate the collection and management of time and labour-related data must contend with customer demands for broader integrated suites of software products. By the mid 1990s the company had a 60-70% market share but as the software industry matures and customers become more sophisticated in choosing their software products, Kronos, which has been providing a superior product, must now consider partnering rather than continuing their go-it-alone strategy. The founder struggles with this changing landscape initially by revamping the company''s upper management producing limited success. Options considered besides the status quo include: expansion, original equipment manufacturer (OEM) sales to large vendors of software to include in their suites or strategic alliances with selected vendors. Eventually, the company establishes alliances with four vendors with great success. The teaching note is a PowerPoint file and includes strategies for case presentation, key concepts, solutions to the assignment questions in the case, and suggestions for the most effective ways to work this case into a course.