Ref: IMD-7-1984

Case study

Reference: IMD-7-1984

Order this case study

Elite – The digital mattress company

Benoit F. Leleux

By Professor Benoit F. LeleuxBenoit F. Leleux, Marc Chauvet, Thierry Cairus and Olivier Blanc

François Pugliese acquired Elite Beds in Etoy in a small buy-in in 2006 and then proceeded to re-invent completely its business, first by pivoting its business model and introducing Smart Leases and then by digitizing it, turning the mattress into a true technology platform, with dozens of innovative projects in the pipeline.

As he proceeded to the conference room for the Board meeting in April 2017, François wondered whether it would help to prioritize the projects, and if so how? Did these projects effectively represent another pivot for the company again? Was it time to force change again?

Learning Objective

  • Managing growth
  • Engineering a buy-in, financing deals
  • Strategic pivots
  • Business model changes
  • Innovation management
  • Digitalization of the mattress
  • Technology platforms, growth management
  • Innovation portfolio management.
Keywords Business Model, Buyout, Career Choice, Digitalization, Entrepreneurship, Finance, Growth Management, Innovation, Pivoting, Strategy
Settings Elite Beds
Type Field Research
Copyright ©2018
Language English
Related material Teaching note
Order this case study

Reference: IMD-7-1984

IMD case studies are distributed through case clearing houses. In order to browse the collection and purchase copies please visit the links below.

The Case Centre, UK Office

Cranfield University

Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
Fax +44 (0)1234 751125
Email [email protected]

The Case Centre, US office

Babson College

Babson Park, Wellesley MA 02457, USA
Tel +1 781 239 5884
Fax +1 781 239 5885
Email [email protected]

Harvard Business School Publishing

60 Harvard Way, Boston MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
Fax (617) 783-7666
Email [email protected]

Asia Pacific Case Center

NUCB Business School

1-3-1 Nishiki Naka
Nagoya Aichi, Japan 460-0003
Tel +81 52 20 38 111
Email [email protected]

Copyright information

IMD retains all proprietary interests in its case studies and notes. Without prior written permission, IMD cases and notes may not be reproduced, used, translated, included in books or other publications, distributed in any form or by any means, stored in a database or in other retrieval systems. For additional copyright information related to case studies, please contact Case Services.


Research Information & Knowledge Hub for additional information on IMD publications

Case study

Reference: IMD-7-1984

Order this case study
Looking for something specific?

Keep reading