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Maxxium (B) details the addition of the 4th partner and new partnership models that it has adopted. The case raises issues around whether and how the company should grow.

The case covers the use of partnerships by a business development group of Motorola to gain quick access to new, complementary technologies and highlights how Motorola manages collaborations with smaller, entrepreneurial firms. The case ends with questions about how Motorola will jockey for position in an ecosystem formed by its customer, BT. customer's ecosystem, which regrouped firms such as Vodafone, a mobile operator, and Ericsson and Alcatel, competitors in some of Motorola's markets.

Maxxium (A) covers the creation and growth of the wine and spirits distribution joint venture formed in 1999 by three different producers: Highland Distillers of Scotland, Jim Beam Brands of the USA, and Remy Cointreau of France. It highlights tools and principles that the top management team developed to guide its relationship with its shareholders, as well as with 3rd party brands that use their distribution network.

This case covers a California-based, venture capital-backed start-up Whistle Communications in 1997 as it seeks to overcome sales growth problems in the US through a number of strategic partnerships in Asia. Whistle Communications is the provider of the Interjet, a device that allows a small business to connect to an Internet Service Provider, gives each employee email, surf the web and create an Intranet protected by a rudimentary firewall. In the A-C cases, Darnaud, Whistle's head of business development, considers three possible partnerships.

This case covers a California-based, venture capital-backed start-up Whistle Communications in 1997 as it seeks to overcome sales growth problems in the US through a number of strategic partnerships in Asia. Whistle Communications is the provider of the Interjet, a device that allows a small business to connect to an Internet Service Provider, gives each employee email, surf the web and create an Intranet protected by a rudimentary firewall. In the A-C cases, Darnaud, Whistle's head of business development, considers three possible partnerships.

This case covers a California-based, venture capital-backed start-up Whistle Communications in 1997 as it seeks to overcome sales growth problems in the US through a number of strategic partnerships in Asia. Whistle Communications is the provider of the Interjet, a device that allows a small business to connect to an Internet Service Provider, gives each employee email, surf the web and create an Intranet protected by a rudimentary firewall. In the A-C cases, Darnaud, Whistle's head of business development, considers three possible partnerships.