個案總覽

This case is designed to discuss the tradeoffs between independent venture capital (IVC) and corporate venture capital (CVC). Students also have the opportunity to analyze two startup investment opportunities based on Nine Realms' criteria. The case concludes with a discussion about a strategic choice faced by Nine Realms: should it continue as an IVC, list on the stock market or shift to a CVC? This allows students to debate the tradeoffs between the two approaches for the individuals involved.

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Describes a failed attempt to sell new packaging machinery to a key Italian customer facing declining sales and profits in its milk business. Tetra Pak's analysis leads them to propose a new product strategy that is summarily rejected by the customer. Raises the issue of Tetra Pak's strategy in the Italian milk market and the wisdom of its proposed customer strategy. The broader question is whether the company is serving the best interest of its key accounts.

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Hilti France has the challenge to increase its sales and profitability as part of Hilti's Champion 3C strategy. It has three key market segments: upper, middle, and lower. Alain Baumann, the managing director, must decide how to prioritize his opportunities.

Supplements the (A) case.

The Mumias project in Kenya represents the best exchange of a private firm providing economic development leadership in a particular commodity project to examine the whole commodity system and the country.