Scott Weiss, CEO of IronPort, a leading internet security company, is contemplating an acquisition offer from Cisco Systems in November of 2006. Although Weiss had originally intended for IronPort to IPO, a series of events have occurred that have made an acquisition a potentially more attractive option. Weiss is worried about what will happen to the IronPort culture once it is absorbed under the Cisco umbrella. Weiss must decide which route is the best way to go for his company and, if he decides to sell, he must determine the best way to share the news with his employees.
The Packet Design case looks at successful serial entrepreneur Judy Estrin and her efforts to build a technology incubator immediately before the Internet bubble burst. The incubator's failure caused Estrin to look anew at the key drivers of success in any business. By her own definition, a leader must have vision and passion for a company and product. Further, building a business for the long run, not for sale, is a critical component to Estrin's recipe for a venture success.
Charts the development of outsourcing service provider ExlService. Founded by Indian nationals Vikram Talwar and Rohit Kapoor, the firm has moved through several phases of evolution. At the conclusion of the case, the company is offering highly sophisticated outsourcing solutions to manage complex processes for insurance and financial services companies. Throughout ExlService's history, it constantly faces pressures to revise and redefine its service offerings (as outsourced services become commoditized) and retain its well-trained workers (who are highly sought after in India). Chronicles the connections between the firm's investors and the company's strategy and competencies.
For Netflix's IPO, on May 23, 2002, the company selected Merrill Lynch as the lease underwriter. The case details the process the offering team followed to lead the company to a successful IPO during difficult market conditions. Covers the process for selecting the underwriters, working with the SEC, the road show, decisions on pricing, the lock-up period and directed shares, and issues relating to the SEC-mandated quiet period and material disclosures.
An Internet service provider, INS, in which Cisco Systems has a minority ownership stake, receives an offer of $3.1 billion from Cisco's rival Lucent. Cisco's management has to decide whether to act on a request from INS management that Cisco make a counteroffer. The decision requires that Cisco's highly successful strategy be revisited.
Offers an overview of Veritas Software's history, beginning with the initial company, Tolerant Systems. Discusses the troubles Tolerant ran into and introduces the changes the company went through when it became a restart led by Mark Leslie. It touches on hiring and training a new sales force, striking new OEM partnerships, revisiting key partnerships and contracts, including a large one with AT&T, and accomplishing its goals on a shoestring budget.