Subject category:
Entrepreneurship
Published by:
Harvard Business Publishing
Length: 7 pages
Data source: Field research
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Abstract
Johnson-Grace is a cash-strapped start-up company negotiating a licensing agreement with America On-Line (AOL), a leading provider of on- line services in the United States. The Johnson-Grace technology would enable AOL to transmit visual images to its customers more quickly than existing technology. In addition to price, Johnson-Grace must consider whether to give AOL exclusivity and whether to encourage AOL to make an equity investment in their company.; Building sales and negotiation skills. Exploring strategies and tactics for securing customers when markets are changing rapidly, and cash and time constraints are stringent.
Location:
Industry:
Size:
Start-up, employees 40, USD1-5 million revenues
Other setting(s):
1994
Subject category:
Entrepreneurship
Published by:
Harvard Business Publishing
Version: 15 April 1996
Length: 15 pages
About
Abstract
Johnson-Grace is a cash-strapped start-up company negotiating a licensing agreement with America On-Line (AOL), a leading provider of on- line services in the United States. The Johnson-Grace technology would enable AOL to transmit visual images to its customers more quickly than existing technology. In addition to price, Johnson-Grace must consider whether to give AOL exclusivity and whether to encourage AOL to make an equity investment in their company.; Building sales and negotiation skills. Exploring strategies and tactics for securing customers when markets are changing rapidly, and cash and time constraints are stringent.
Settings
Location:
Industry:
Size:
Start-up, employees 40, USD1-5 million revenues
Other setting(s):
1994
Related
Subject category:
Entrepreneurship
Published by:
Harvard Business Publishing
Version: 15 April 1996
Length: 15 pages