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BuyHive: A Digital Platform for the Transformation of Global Sourcing
內容大綱
The case focuses on key decisions facing a startup venture BuyHive, that is on the cusp of disintermediating the sourcing business with a new business model. There are a few core issues such as (1) identifying the pros and cons of raising capital from strategic investors who can open doors to large pools of small and medium scale enterprises (SMEs) that can be attracted to the platform versus financial investors who typically only bring in the capital, (2) how to monetize the data that the company can access from the platform users, and (3) how to address some of the issues that are central to platforms such as platform disintermediation, network switching, bridging, and multi-homing. The founders have to specifically consider ways in which they can increase scale and stickiness with respect to the platform users as well as its sourcing specialists. The platform was an outcome of radically rethinking the way value was being delivered to buyers seeking to identify manufacturers who could supply to the specifications that the buyers had developed. The giant global sourcing companies and platforms such as Alibaba, Made-in-China, Global Sources among others had typically focused on creating value for the suppliers (manufacturers and their representatives or intermediaries). BuyHive seeks to turn the attention on buyers as their core focus and create a buyer-centric platform. The company has to make decisions on identifying the right type of investors, engineering the platform to create greater buyer value, improve stickiness of the platform, and adopt AI-based algorithms in bringing sourcing experts on board.