Business to business
Latest Case Studies
Case Study Business to Business Pricing Strategy Marketing
Bhanton Towels: The pricing dilemma of an exporter
In April 2022, Bhanton Towels (Bhanton), an export-oriented company in the Philippines, received an order from AliTex Enterprises (AliTex), China. One of Bhanton’s major customers in Europe had just cancelled an order for 200 metric tons (MT) of towels because of the Ukraine-Russia conflict. Since the conflict was a case of “force majeure,” the …
By Dominique Turpin Maria Theresa Manalac Shweta Pandey and Sandeep Puri
©2022
Case Study Business to Business Digital Disruption Strategy General Management Marketing Entrepreneurship Customer Centricity
Sascar: The five next years
When SASCAR was acquired by Michelin in 2014, it was barely staying afloat, selling telematic services on price. The case describes how the new CEO and CMO turned SASCAR around in five years. Without explicitly referring to it, they used customer-centric principles: they focused on customer benefits (value conception), achieved buy-in from custo…
Sascar: The five next years
Summary
When SASCAR was acquired by Michelin in 2014, it was barely staying afloat, selling telematic services on price. The case describes how the new CEO and CMO turned SASCAR around in five years. Without explicitly referring to it, they used customer-centric principles: they focused on customer benefits (value conception), achieved buy-in from customers and third parties (value delivery) and got beyond the fixed-pie mindset (value capture). The results were startling: despite the growing competition, SASCAR evolved from a money losing, “me-too” local fleet management firm into a profitable leader in a growing market. The case goes on to discuss issues that the company will need to address, including performance-based business models, a branding strategy, international expansion and relations with Michelin.
Copyright ©2022
Copyright owner IMD Copyright
Organization Sascar
Industry Manufacturing, Technology;Logistics and Supply Chain, Transportation
Language English
Contact

Research Information & Knowledge Hub for additional information on IMD publications

Case Study Digital Strategy Marketing General Management Sustainability Business to Business
Dacadoo (C): Ready for take-off
For the past ten years, dacadoo, a healthtech and insurtech start-up based in Switzerland, has been developing and operating its digital health engagement solution, including mobile applications, exploring ways to monetize the patented and AI-based health score it developed. Dacadoo has a dual objective: It aims to help users achieve and maintai…
By James E. Henderson Anne Elkaim Onur Dincer Frédérique Gremeaux and Vanessa Smets
©2022
Dacadoo (C): Ready for take-off
By James E. Henderson Anne Elkaim Onur Dincer Frédérique Gremeaux and Vanessa Smets
©2022
Summary
For the past ten years, dacadoo, a healthtech and insurtech start-up based in Switzerland, has been developing and operating its digital health engagement solution, including mobile applications, exploring ways to monetize the patented and AI-based health score it developed. Dacadoo has a dual objective: It aims to help users achieve and maintain healthy lifestyles with its proprietary “health score” and a digital health engagement solution, while at the same time it seeks to drive digital transformation of the insurance industry, with a focus on life and health insurers. As dacadoo has moved from being a start-up into a high-growth phase, this case series explores which business model(s) will help the company grow to its full potential. In 2010, Peter Ohnemus, a serial entrepreneur who had already built sixteen companies, took some well-deserved time off after the sale of his last successful venture. During this “between ventures” break in Verbier, he noticed his health had improved after two weeks of ski touring, but he could not quantify exactly how much he had progressed. That is when a new idea came to him: How to score human health holistically, encompassing physical health, mental wellbeing and lifestyle. Peter came down from the mountains and started a new company, which led to dacadoo.
Copyright ©2022
Copyright owner IMD Copyright
Organization dacadoo
Industry Health Care;Information Technology, Information Technology Services;Finance and Insurance, Insurance
Language English
Contact

Research Information & Knowledge Hub for additional information on IMD publications

Case Study Digital Strategy Marketing General Management Sustainability Business to Business
Dacadoo (B): Building momentum
For the past ten years, dacadoo, a healthtech and insurtech start-up based in Switzerland, has been developing and operating its digital health engagement solution, including mobile applications, exploring ways to monetize the patented and AI-based health score it developed. Dacadoo has a dual objective: It aims to help users achieve and maintai…
By James E. Henderson Anne Elkaim Onur Dincer Frédérique Gremeaux and Vanessa Smets
©2022
Dacadoo (B): Building momentum
By James E. Henderson Anne Elkaim Onur Dincer Frédérique Gremeaux and Vanessa Smets
©2022
Summary
For the past ten years, dacadoo, a healthtech and insurtech start-up based in Switzerland, has been developing and operating its digital health engagement solution, including mobile applications, exploring ways to monetize the patented and AI-based health score it developed. Dacadoo has a dual objective: It aims to help users achieve and maintain healthy lifestyles with its proprietary “health score” and a digital health engagement solution, while at the same time it seeks to drive digital transformation of the insurance industry, with a focus on life and health insurers. As dacadoo has moved from being a start-up into a high-growth phase, this case series explores which business model(s) will help the company grow to its full potential. In 2010, Peter Ohnemus, a serial entrepreneur who had already built sixteen companies, took some well-deserved time off after the sale of his last successful venture. During this “between ventures” break in Verbier, he noticed his health had improved after two weeks of ski touring, but he could not quantify exactly how much he had progressed. That is when a new idea came to him: How to score human health holistically, encompassing physical health, mental wellbeing and lifestyle. Peter came down from the mountains and started a new company, which led to dacadoo.
Copyright ©2022
Copyright owner IMD Copyright
Organization dacadoo
Industry Health Care;Information Technology, Information Technology Services;Finance and Insurance, Insurance
Language English
Contact

Research Information & Knowledge Hub for additional information on IMD publications

Case Study Digital Strategy Marketing General Management Sustainability Business to Business
Dacadoo (A): Getting started as Quentiq
For the past ten years, dacadoo, a healthtech and insurtech start-up based in Switzerland, has been developing and operating its digital health engagement solution, including mobile applications, exploring ways to monetize the patented and AI-based health score it developed. Dacadoo has a dual objective: It aims to help users achieve and maintai…
By James E. Henderson Anne Elkaim Onur Dincer Frédérique Gremeaux and Vanessa Smets
©2022
Dacadoo (A): Getting started as Quentiq
By James E. Henderson Anne Elkaim Onur Dincer Frédérique Gremeaux and Vanessa Smets
©2022
Summary
For the past ten years, dacadoo, a healthtech and insurtech start-up based in Switzerland, has been developing and operating its digital health engagement solution, including mobile applications, exploring ways to monetize the patented and AI-based health score it developed. Dacadoo has a dual objective: It aims to help users achieve and maintain healthy lifestyles with its proprietary “health score” and a digital health engagement solution, while at the same time it seeks to drive digital transformation of the insurance industry, with a focus on life and health insurers. As dacadoo has moved from being a start-up into a high-growth phase, this case series explores which business model(s) will help the company grow to its full potential. In 2010, Peter Ohnemus, a serial entrepreneur who had already built sixteen companies, took some well-deserved time off after the sale of his last successful venture. During this “between ventures” break in Verbier, he noticed his health had improved after two weeks of ski touring, but he could not quantify exactly how much he had progressed. That is when a new idea came to him: How to score human health holistically, encompassing physical health, mental wellbeing and lifestyle. Peter came down from the mountains and started a new company, which led to dacadoo.
Copyright ©2022
Copyright owner IMD Copyright
Organization dacadoo
Industry Health Care;Information Technology, Information Technology Services;Finance and Insurance, Insurance
Language English
Contact

Research Information & Knowledge Hub for additional information on IMD publications

Case Study Supply Chain Digital Big Data Business to Business
Tetra Pak: A digitally enabled supply chain as a competitive advantage
This case describes packaging supplier and equipment vendor Tetra Pak and their Digital Transformation Program, detailing why Tetra Pak undertook this effort, how they organized the program, identified and selected which technologies to implement and the steps they took to overcome implementation challenges. The case structures Tetra Pak’s voyag…
By Ralf W. Seifert and Richard Markoff
©2018
Case Study Strategy Business to Business
Bossard Fasteners (A): Fighting B2B commoditization
As the market leader in fastening technology Bossard maintained a global network of more than 1,800 employees in 50 countries from its headquarters in Zug, Switzerland. The company focused on the supply of fasteners, a process that included sales, technical and engineering support and inventory management. Its business model also spanned three s…
2019 EFMD CASE WRITING COMPETITION AWARD WINNER (Shared 2nd prize) – Hidden Champions category
By Stefan Michel
©2018
Case Study Marketing Business to Business
Cargill: Building a global brand for the world’s largest private company (A)
The two-part case series examines the challenge of building a global brand for Cargill – the world’s largest private company. It follows the four-year journey, from 2012 to 2015, of Paul Hillen, the newly appointed vice president of global marketing. Case A begins by highlighting the culture and organizational structure of Cargill, the evolution…
By Goutam Challagalla and Athanasios Kondis
©2016
Case Study Marketing Business to Business
Business model innovation: Michelin Fleet Solutions – from selling tires to selling kilometers
Michelin, a worldwide leader in the tyre industry, launched in 2000 a comprehensive tyre-management solution offer for large European transportation companies, called Michelin Fleet Solutions (MFS). With this new business model, the company ventured into selling kilometers – instead of selling tyres. This decision moves the strongly product-driv…
2015 THE CASE CENTRE AWARD WINNER (Marketing)
By Wolfgang Ulaga Frédéric Dalsace and Chloé Renault
©2013
Case Study Marketing Business to Business
Value selling at SKF Service (C): Meeting John Elliot
The case is the final instalment in the SKF series describing the meeting between Steelcorp and SKF representatives and the ensuing price negotiation. The case describes how two opposing initial positions converged towards a contract that met most of both parties’ objectives.
2014 THE CASE CENTRE AWARD WINNER (Overall Winner)
By Kamran Kashani
©2010
Case Study Marketing Business to Business
Value selling at SKF Service (A): Tough buyer confronts strategy
Faced with growing competition and commoditization of its core aftermarket business for industrial bearings, SKF develops a sales tool to document, measure and guarantee its customers financial benefits from the use of its replacement products and related services. The strategy is based on justifying premium unit prices that lead to a lower tota…
2014 THE CASE CENTRE AWARD WINNER (Overall Winner)
By Kamran Kashani and Aimee DuBrule
©2009
Case Study Marketing Business to Business
Value selling at SKF Service (B): Facing a tough buyer
This case is the follow up to Value Selling at SKF (A) and updates the students on important decisions and events. The President of the Service division has decided not to participate in Steelcorp’s reverse auction. But the company’s distributor has managed to arrange a meeting between Steelcorp and an SKF sales executive. This could be a last c…
2014 THE CASE CENTRE AWARD WINNER (Overall Winner)
By Kamran Kashani and Aimee DuBrule
©2009
Case Study Strategy Business to Business
ABB and Caterpillar (A): Key account management
This case series explores the issues faced by the key account manager appointed to handle one of the company’s major accounts, but one that is just about to walk out the door. The cases demonstrate efforts to turn the situation around, including improved knowledge of the client’s business and industry, cross-company team building, and a governan…
By Winter Nie Thomas E. Vollmann and Inna Francis
©2007