...B2B MARKET SEGMENTATION 5 KEY SEGMENTATION DIMENSIONS WRITTEN BY: ART WEINSTEIN PHD PROFESSOR OF MARKETING NOVA SOUTHEASTERN UNIVERSITY ART@HUIZENGA.NOVA.EDU 954‐262‐5097 FRANK JAMIESON MBA PRESIDENT APPLIED DM RESEARCH INC FRANK@APPLIEDDMRESEARCH.COM 415 884 9902 B2B SEGMENTATION STRATEGY DEVELOPMENT VITAL INGREDIENTS + CREATIVE COOKING Effective b2b segmentation is like gourmet cooking – you need a nice variety of ingredients to create a delicious balance of flavors and a certain unexplainable artistic skill to combine the ingredients into a crowd pleasing experience. The primary purpose of this whitepaper is to introduce a list of b2b segmentation ingredients that ...
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...PV StatuS RePoRt EUR 24807 EN - 2011 The Institute for Energy provides scientific and technical support for the conception, development, implementation and monitoring of community policies related to energy. Special emphasis is given to the security of energy supply and to sustainable and safe energy production. European Commission Joint Research Centre Institute for Energy Contact information Address: Via Enrico Fermi 2749 TP 450 21027 Ispra (VA) Italy E-mail: arnulf.jaeger-waldau@ec.europa.eu Tel.: +39 0332 789119 Fax: +39 0332 789268 http://ie.jrc.ec.europa.eu www.jrc.ec.europa.eu PV Status Report 2011 Research, Solar Cell Production and Market Implementation of Photovoltaics July 2011 Arnulf Jäger-Waldau European Commission, DG Joint Research Centre, Institute for Energy, Renewable Energy Unit Via Enrico Fermi 2749; TP 450 I – 21027 Ispra (VA), Italia EUR 24807 EN Legal notice Neither the European Commission nor any person acting on behalf of the Commission is responsible for the use, which might be made of the following information. The report does not represent any official position of the European Commission, nor do its contents prejudge any future Commission proposals in any areas of Community policy. A great deal of additional information on the European Union is available on the Internet. It can be accessed through the Europa server http://europa.eu/ JRC 64900 EUR 24807 EN ISBN 978-92-79-20171-4 ISSN 1831-4155 doi 10.2788/87966 The report...
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...– a key decision point for Jerry Yang and David Filo. These two Stanford School of Engineering graduate students were the founders of Yahoo!, the most popular Internet search site on the World Wide Web. Yang and Filo had decided that they could transform their Internet hobby into a viable business. While trying to decide between several different financing and partnering options that were available to them, they attended a meeting with Michael Moritz, a partner at Sequoia Capital. Sequoia, one of the leading venture capital firms in Silicon Valley, had been discussing the possibility of investing in Yahoo!. Michael Moritz leaned forward in his chair. As he looked across the conference table at Jerry and Dave, he laid out Sequoia’s offer to fund Yahoo!: As you know, we have been working together on this for some time now. We have done a lot of hard work and research to come up with a fair value for Yahoo!, and we have decided on a $4 million valuation. We at Sequoia Capital are prepared to offer you $1 million in venture funding in exchange for a 25% share in your company. We think that with our help, you have a real chance to make Yahoo! something special. Our first order of business will be to help you assemble a complete management team, after which we should be able to really start helping you to develop and manage your site’s vast amount of content. Right now, the biggest risk that you guys run is not making a decision. You have to make a decision, because...
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...McShane−Von Glinow: Organizational Behavior, Second Edition Part Four Organizational Processes Organizational Culture © The McGraw−Hill Companies, 2002 C H A P T E R 15 Organizational Culture AFTER READING THIS CHAPTER , YOU SHOULD BE ABLE TO : Learning Objectives I Describe the elements of organizational culture. I Discuss the importance of organizational subcultures. I List four categories of artifacts through which corporate culture is communicated. I Identify three functions of organizational culture. I Discuss the conditions under which cultural strength improves corporate performance. I Discuss the effect of organizational culture on business ethics. I Compare and contrast four strategies for merging organizational cultures. I Identify five strategies to strengthen an organization’s culture. McShane−Von Glinow: Organizational Behavior, Second Edition Part Four Organizational Processes Organizational Culture © The McGraw−Hill Companies, 2002 C arly Fiorina is taking Hewlett-Packard back to the future by reformulating the California-based technology company’s legendary culture, known as the H-P Way. “The H-P Way is about innovation; trust and respect and integrity; contribution to community; and performance,” says Fiorina, H-P’s first CEO hired from outside the company. The problem, she argues, is that employees have distorted these values over the years. “The H-P Way has been misinterpreted and twisted as a gentle bureaucracy...
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...bottles of different shapes, sizes, and colors. It is also capable of producing ultra-lightweight bottles called Glasslite and bottles with Applied Color Label (ACL) using heavy metal-free (HMF) paints. SMYAC's equipment are the most advanced in the Philippines as they are equipped with fully automated dust-free batch plant, an enclosed clean room, and state-of-the-art production and inspection machines from Europe, America, and Japan. In addition to this, SMYAC is equipped with an Electrostatic Precipitator (EP), an air pollution abatement system that performs the collection of combustion particles, which is recycled into minor raw materials used in glass production. For total quality and productivity management, SMYAC is one of the first companies in the Philippines to be certified in ISO 9000 by the Bureau of Product Standards (BPS) through its accreditation in December of 1992 - merely six months after its commercial operation. Its Quality Management Systems currently follows the ISO 9001:2008 Standards as certified by Bureau Veritas Certification. It was also recommended for certification by SGS Philippines, Inc. for ISO 22000:2005 Food Safety Management System and PAS 223:2011 Good Manufacturing Practice. In June 1998, SMYAC was accorded a Philippine Quality Award for...
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...FUJI: THE BATTLE FOR GLOBAL MARKET SHARE by Thomas C. Finnerty Thomas C. Finnerty is a doctoral candidate in the Doctoral of Professional Studies Program, Lubin School of Business, Pace University, New York. This case was written under the supervision of Warren J. Keegan, Professor of International Business and Marketing and Director of the Institute for Global Business Strategy, Lubin School of Business, Pace University, New York, as a basis for class discussion rather than to illustrate either effective or ineffective handling of a business situation. ©2000 Dr. Warren J. Keegan. *The following case solely represents the opinion of the author and does not express the opinions of the Eastman Kodak Company of Fuji Photo Film U.S.A., Inc. ACKNOWLEDGMENTS This case study reexamines the competitive relationship of the two giants of the photographic and imaging industry: Eastman Kodak Company and the Fuji Photo Film Co., Ltd. It uses the 1990 case study of Dr. H. Donald Hopkins of Temple University, “Kodak vs. Fuji: A Case of Japanese-American Strategic Intervention” as a reference point and attempts to update and clarify this relationship at the beginning of the 21st century. In the nine years since the Hopkins’ case study was published, Kodak has seen some troubled times, yet recently seems to have stabilized. Simultaneously, Fuji continues to slowly gain more of Kodak’s still-dominant market share. The evolution of the industry has been exciting and dynamic, and continues...
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...number 01 InsIght Into the onlIne CapItal BerlIn With contributions from Alexander Kudlich, Ansgar Oberholz, Michael Brehm, Mathias Döpfner, Carsten Maschmeyer, Christian Reber, Jan Beckers, Fabian Heilemann, Fabian Siegel, Florian Heinemann, Ijad Madisch, Jens Begemann, Klaus Hommels, Lukasz Gadowski, Joel Kaczmarek and 85 other great minds. „ BerlIn has the most potentIal of all CItIes In europe“ peteR tHIeL * Peter Thiel, Former CEO of PayPal, first investor of Facebook and partner of the venture capital firm, Founders Fund. ENJOY BERLIN VALLEY! HUNDERT IS A PROJECT FROM BERLINVALLEY.COM DAILY NEWS FROM THE BERLIN ONLINE SCENE WHAT A gREAT FAMILY: HIRE! WE MODEL: JENNIFER IRMLER (WWW.MODEL-FABRIk.COM) PHOTO: MAx THRELFALL (WWW.THRELFALL-gOERS.DE) MAkEUP: BIANCA BENSCH (FACEBOOk.COM/BENSCHBIANCA) OUTFIT WITH FRIENDLY SUPPORT FROM PEPE JEANS (NEUE SCHöNHAUSER STRASSE) WE ARE LOOkINg FOR COOL INTERNS AND EDITORS, MALE OR FEMALE. CAREER CHANgERS WELCOMED. APPLY WITH 100 WORDS OR LESS AT PIMPMYFUTURE@WHY-BERLIN.COM the hundert Register now, and receive every issue by mail for free! introduCtion Klaus Wowereit KlauS WoWereit haS been the governing mayor of berlin Since 2001, and the longeSt Serving head of government in office of any german State. Governing Mayor of Berlin Hundert Continues as a series! We are very excited about the response that “Hundert – insight on the Online Capital Berlin” has received. Therefore...
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...Harvard Business School 9-899-062 Rev. December 7, 1998 Walnut Venture Associates (A): RBS Group Investment Memorandum Ralph Wagner pulled his file on the RBS Group, a young company that developed and sold accounting software specifically targeted to software companies. Wagner was a private investor—an “angel”—and a member of an informal group of other investors known as Walnut Venture Associates. (See Exhibit 1 for background information on Walnut) RBS was seeking to raise $2 million in equity capital to fund its growth. Wagner had agreed to take the lead role in evaluating RBS as an investment opportunity for Walnut. While Wagner would spearhead the process, each individual would make his own decision about whether to invest in the company. It was December 26, 1997 and Bob O’Connor, RBS’s founder and CEO, had presented to the Walnut group one week ago. The group had been impressed with O’Connor, with RBS’s business focus, and with the fact that the company had a product, sales and even earnings. Based on this positive first impression, the group had decided to take the next step and begin a more in-depth investigation of the company and its prospects. Half a dozen or so “Walnuters” had indicated an interest in possibly investing, and it was up to Wagner to come up with a due diligence agenda for these individuals. He pulled out RBS’s plan (See Exhibit 2) and began to sort through the issues the group should investigate during this phase, as well as an agenda for the meeting...
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...Harvard Business School 9-899-062 Rev. December 7, 1998 Walnut Venture Associates (A): RBS Group Investment Memorandum Ralph Wagner pulled his file on the RBS Group, a young company that developed and sold accounting software specifically targeted to software companies. Wagner was a private investor—an “angel”—and a member of an informal group of other investors known as Walnut Venture Associates. (See Exhibit 1 for background information on Walnut) RBS was seeking to raise $2 million in equity capital to fund its growth. Wagner had agreed to take the lead role in evaluating RBS as an investment opportunity for Walnut. While Wagner would spearhead the process, each individual would make his own decision about whether to invest in the company. It was December 26, 1997 and Bob O’Connor, RBS’s founder and CEO, had presented to the Walnut group one week ago. The group had been impressed with O’Connor, with RBS’s business focus, and with the fact that the company had a product, sales and even earnings. Based on this positive first impression, the group had decided to take the next step and begin a more in-depth investigation of the company and its prospects. Half a dozen or so “Walnuters” had indicated an interest in possibly investing, and it was up to Wagner to come up with a due diligence agenda for these individuals. He pulled out RBS’s plan (See Exhibit 2) and began to sort through the issues the group should investigate during this phase, as well as an...
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...International Expansion Report Tesla Motors, Inc. November 21, 2011 Rio Consulting Group Michael Dawes James Hadel Daniel Ma Simon Qin International Expansion Report | Tesla Motors, Incorporated | Rio Consulting Group Executive Summary Founded in 2003, Tesla strives to design, develop, manufacture and sell high-performance fully electric vehicles and advanced electric vehicle powertrain components. Currently, Tesla’s presence internationally is limited to dealerships in Europe and a minor production plant in Britain. In order to be best positioned moving forward, we recommend expanding into Latin America and Asia Pacific to better fulfill CEO Elon Musk’s primary goal to commercialize electric vehicles all the way to mass market. As we predict slow growth for the standard auto industry, we believe the electric vehicle industry is extremely attractive for several reasons, including high oil prices, less greenhouse gas emissions and government incentives. Our best estimates suggest the electric vehicle industry will have average growth rates of 35 – 40% over the next 10 years. International expansion, if done correctly, can help improve upon Tesla’s current strategic position in order to become the global leader in electric vehicles. We have determined that the optimal points of entry for the market are in Brazil and Singapore. In addition to gained access to the two fastest growing regions in the segment, the two locations are attractive for many political, economic,...
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...Environmental Analysis The information technology (IT) industry has always been highly driven by innovations in technology. It is dynamic and highly competitive, with frequent changes in both technologies and business models. Each industry shift is an opportunity to conceive new products, new technologies, or new ideas that can further transform the industry and businesses. The following PESTEL analysis will try to gain an understanding of Microsoft’s business potential, future market situation and the direction of its operation. The political, economic, social, technological, environmental and legal factors are six components of PESTEL analysis. Table 1: PESTEL Analysis of IT industry | Political * Restrictions on foreign recruitments * Regulations to education * Regulations to the industry * Regulations at emerging markets | Economic * Fluctuations and unpredictable behaviours of foreign currency * Trade cycles * Economic growth rates (around the world) * Disposable income level of people * Demand and supply...
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...9-713-406 REV: DECEMBER 2, 2013 JUAN ALCÁCER KERRY HERMAN Intel: Strategic Decisions in Locating a New Assembly and Test Plant (A) Government incentives can come and go. Decisions need to be long term. — Brian Krzanich, Intel general manager Assembly Test (2005) Brian Krzanich, Intel general manager of Assembly Test (AT), looked through his deck of slides one more time. It was March 2005, and in a few days, he would present the AT team’s proposal for the siting of its next AT factory to Intel’s board. The new facility would be Intel’s largest AT plant to date, doubling the size of any existing AT plant and providing the company with more efficient capacity. In 2005, industry average costs to build a new AT factory ran about $80 million with annual operating costs of between $150 and $300 million. He thought back to the fall of 2001, when Intel’s global site selection team had first started gathering data on possible sites for a new AT plant. There were a host of considerations implicated in this proposal, with operational and strategic dynamics as well as national and international relationships at stake. In their preliminary study of possible sites, Krzanich and his team had focused primarily on Asian and South East Asian locations, given that between 2002 and 2005, the total cost of operations in these countries were still the lowest in the world, and these markets represented important and growing opportunities for Intel. While U.S. regulations had prohibited...
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...at specific companies.” – The Washington Post “A key reference for those who want to know what it takes to get hired by a law firm and what to expect once they get there.” – New York Law Journal “Vault [provides] the skinny on working conditions at all kinds of companies from current and former employees.” – USA Today HEDG FUND CARE VAULT CAREER GUIDE TO HEDGE FUNDS © 2007 Vault, Inc. HEDG FUND VAULT CAREER GUIDE TO HEDGE FUNDS ADITI A. DAVARE, HOLLY GOODRICH, MICHAEL MARTINEZ AND THE STAFF OF VAULT © 2007 Vault, Inc. Copyright © 2007 by Vault Inc. All rights reserved. All information in this book is subject to change without notice. Vault makes no claims as to the accuracy and reliability of the information contained within and disclaims all warranties. No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without the express written permission of Vault Inc. Vault, the Vault logo, and “the most trusted name in career informationTM” are trademarks of Vault Inc. For...
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...SKYPE In the hands of eBay, Silver Lake, and Microsoft Larry Fan, Aly Kassim-Lakha, Betty Liu, Cristina Peruyera, and Kimberly Yao December 12th, 2014 Professor Emilie Feldman MGMT 249 Fan, Kassim-Lahka, Liu, Peruyera & Yao | MGMT 249 Executive Summary Skype was founded to build and provide a telecommunications application, and despite many changes in ownership, its core business has not drastically changed over the years. Over the past decade, Skype has seemingly thrived to varying degrees under the leadership of eBay, Silver Lake Partners, and now Microsoft. The different visions each acquirer had for Skype and its integration made all the difference in Skype’s value at each stage. In the following paper, we will investigate how each of the three companies chose to acquire, integrate, oversee, and potentially divest Skype, and thus unlocking or creating value through the process. By analyzing information databases and news archives regarding Skype as well as utilizing course frameworks and scholarly papers discussing merger and acquisitions, we will argue that Microsoft has been more successful in integrating Skype than eBay has, though Skype’s long-term success in the hands of Microsoft remains uncertain. In addition, Silver Lake Partners was able to unlock value in Skype using a different set of perspectives as a financial acquirer. Throughout it all, Skype has continued to innovate and provide free services to millions of users globally. Introduction In 2002...
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...31 STEVE JOBS AND APPLE, INC. Todd A. Finkle, Gonzaga University Michael L. Mallin, The University of Toledo CASE DESCRIPTION The primary issues in this case involve business startup and management, and are appropriate for entrepreneurship and management courses. A secondary issue demonstrates how personal drive and motivation are critical components of successfully managing and growing a business, thereby making this case appropriate for discussion on the topic of strategic management. The case chronicles the life and passion of entrepreneur, Steve Jobs – illustrating the rise, fall, and current state of the Apple Computer Company. The case has a difficulty level 2 and is designed to be covered within one (75 minute) class period. The required preparation time is about 2 hours. It is appropriate for small business, entrepreneurship, or management classes. The purpose of this case is to illustrate to students how individual passion, determination, and innovation is a critical element in business start up success and also to stimulate critical thinking in terms of future direction for a company in a struggling economy. CASE SYNOPSIS The Apple Computer Company is arguably one of the most innovative technology companies to emerge in the last three decades. Apple, Inc. is responsible for bringing to market such products as the Macintosh computer and laptop, iPod and iTunes, and most recently, the iPhone. The success of the company can be traced primarily to a...
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