Subject category:
Marketing
Published by:
Ivey Publishing
Version: 2014-05-01
Revision date: 23-Jun-2014
Length: 8 pages
Data source: Field research
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Abstract
A venture fund has approached an entrepreneur to sell one of its poorly performing holdings, or if there is no reasonable sale opportunity, turn the company around. He finds no acceptable offers for the company. He searches to find more information on how buyers purchase and use the product, which is a software system for police and courts to lay charges and manage them across the court process. The case illustrates the leverage available from understanding customer budgeting and buying processes, and fitting the service to meet the mind of the customer.
Location:
Size:
Small
Other setting(s):
2004
Subject category:
Finance, Accounting and Control
Published by:
Ivey Publishing
Version: 2006-10-17
Length: 6 pages
Data source: Field research
About
Abstract
A venture fund has approached an entrepreneur to sell one of its poorly performing holdings, or if there is no reasonable sale opportunity, turn the company around. He finds no acceptable offers for the company. He searches to find more information on how buyers purchase and use the product, which is a software system for police and courts to lay charges and manage them across the court process. The case illustrates the leverage available from understanding customer budgeting and buying processes, and fitting the service to meet the mind of the customer.
Settings
Location:
Size:
Small
Other setting(s):
2004
Related
Subject category:
Finance, Accounting and Control
Published by:
Ivey Publishing
Version: 2006-10-17
Length: 6 pages
Data source: Field research