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Case Studies by Philip M. Parker

31 case studies

by Publication Date
published: 15 Dec 2017

  • Topic: Marketing
  • Industry: Insurance, Communications
  • Region: Africa

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Abstract:
The case illustrates how Microensure deploys strategies for the bottom-of-the-pyramid (BoP) as the cornerstone of a successful, cost-efficient scale-up that aims to democratize insurance in countries where consumers have very low incomes.

Pedagogical Objectives:
Discover how the 5-step BoP framework can be used to structure a market approach for a segment that is underserved. Understand how competitive advantage can be gained from a low-cost/vast-breadth strategy, and how value is generated from a market that (at first glance) seems unattractive. Show how a deep understanding of the value chain coupled with a cooperation strategy is used to create a symbiotic partnership with telecommunications companies.

Keywords:
Bottom of the Pyramid, Consumers, Telco, Distribution Channels, Marginal Cost, Symbiosis, Low-Cost, Mobile, Cost-Effectiveness, Micro-Insuring, Low-Income, Channels, Zambia

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published: 15 Dec 2017

  • Topic: Marketing
  • Industry: Insurance, Communications
  • Region: Africa

Show details ...

Abstract:
The case illustrates how Microensure deploys strategies for the bottom-of-the-pyramid (BoP) as the cornerstone of a successful, cost-efficient scale-up that aims to democratize insurance in countries where consumers have very low incomes.

Pedagogical Objectives:
. Discover how the 5-step BoP framework can be used to structure a market approach for a segment that is underserved. . Understand how competitive advantage can be gained from a low-cost/vast-breadth strategy, and how value is generated from a market that (at first glance) seems unattractive. . Show how a deep understanding of the value chain coupled with a cooperation strategy is used to create a symbiotic partnership with telecommunications companies.

Keywords:
Bottom of the Pyramid, Consumers, Telco, Distribution Channels, Marginal Cost, Symbiosis, Low-Cost, Mobile, Cost-Effectiveness, Micro-Insuring, Low-Income, Channels, Zambia

Related:

published: 27 Nov 2017

  • Topic: Strategy
  • Industry: Telecommunications
  • Region: Europe

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Abstract:
In 2002, the telecom industry in France witnessed changes in regulation of internet service providers. This enabled internet service provider Free.fr to challenge a crystalized competitive landscape using a combination of technology, business model innovation and focus on the bottom of the pyramid. The case describes the market environment, the strategy to the bottom of the pyramid and the impact of this market entry.

Pedagogical Objectives:
- Understand the regulatory and market environment that seemed so unfriendly to new entrants.
- Evaluate Free.fr’s strategic options order to address the needs of the BOP.
- Understand what could Free audit, and what did Free need to audit for market entry.
- Beyond this market entry, explore further opportunities and applications of the strategy applied by Free.fr.

Keywords:
Strategy, Bottom of the Pyramid, France, Europe, Market Entry, Strategy and Implementation, Telecom, Internet, Technology, Internet Service Provider, Free.fr, Disruption

Related:

published: 27 Nov 2017

  • Topic: Strategy
  • Industry: Telecommunications
  • Region: Europe

Show details ...

Abstract:
In 2002, the telecom industry in France witnessed changes in regulation of internet service providers. This enabled internet service provider Free.fr to challenge a crystalized competitive landscape using a combination of technology, business model innovation and focus on the bottom of the pyramid. The case describes the market environment, the strategy to the bottom of the pyramid and the impact of this market entry.

Pedagogical Objectives:
- Understand the regulatory and market environment that seemed so unfriendly to new entrants.
- Evaluate Free.fr’s strategic options order to address the needs of the BOP.
- Understand what could Free audit, and what did Free need to audit for market entry.
- Beyond this market entry, explore further opportunities and applications of the strategy applied by Free.fr.

Keywords:
Strategy, Bottom of the Pyramid, France, Europe, Market Entry, Strategy and Implementation, Telecom, Internet, Technology, Internet Service Provider, Free.fr, Disruption

Related:

published: 28 Oct 2016

  • Topic: Economics & Finance
  • Industry: Agriculture
  • Region: Asia

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Abstract:
e-Choupal, an initiative of ITC Ltd. launched in 2000, endeavours to place computers with internet connectivity in villages in rural India. ‘Choupal’ is Hindi for ‘gathering place’: the computer facility serves to bring villagers together for exchange of information and as an e-commerce hub. Although the primary objective of the project is to bring efficiency to ITC’s procurement process, an important byproduct is the empowerment of farmers in areas where e-choupals are established.

Pedagogical Objectives:
. Start by comparing the state of Indian agriculture before and after implementing this initiative. . Explore the value chain of the agriculture sector in India, and where the redundancies are. . Understand how the e-Choupal initiative benefits farmers as well as ITC . Debate whether ITC could leverage on e-Choupal’s success to enter fields such as improving education and healthcare in rural India – is the model replicable in other social impact settings?

Keywords:
E-Choupal, Agriculture, Technology, Itc, India, Revolutionizing, Farming, Exchange of Information, Supply Chain, Farmer, Computer

Related:

published: 28 Oct 2016

  • Topic: Economics & Finance
  • Industry: Agriculture
  • Region: Asia

Show details ...

Abstract:
e-Choupal, an initiative of ITC Ltd. launched in 2000, endeavours to place computers with internet connectivity in villages in rural India. ‘Choupal’ is Hindi for ‘gathering place’: the computer facility serves to bring villagers together for exchange of information and as an e-commerce hub. Although the primary objective of the project is to bring efficiency to ITC’s procurement process, an important byproduct is the empowerment of farmers in areas where e-choupals are established.

Pedagogical Objectives:
. Start by comparing the state of Indian agriculture before and after implementing this initiative. . Explore the value chain of the agriculture sector in India, and where the redundancies are. . Understand how the e-Choupal initiative benefits farmers as well as ITC . Debate whether ITC could leverage on e-Choupal’s success to enter fields such as improving education and healthcare in rural India – is the model replicable in other social impact settings?

Keywords:
E-Choupal, Agriculture, Technology, Itc, India, Revolutionizing, Farming, Exchange of Information, Supply Chain, Farmer, Computer

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published: 28 Oct 2016

  • Topic: Strategy
  • Industry: Renewable energy
  • Region: Global

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Abstract:
This case describes the strategy of a renewable energy charity in Peru attempting to transition to a social enterprise. The charity uses a combination of strategies, including a multi-tiered pricing strategy and using local entrepreneurs to adapt the business model for local conditions.

Pedagogical Objectives:
• Evaluate different approaches that companies can take to sell their products to the bottom of the pyramid, including considering creative approaches toward pricing. • Discuss and come to an understanding of when or if a charity should consider switching to a sustainable social enterprise. • Understand how a business can scale from one geography to another, within the same segment.

Keywords:
Renewable Energy, Economic Development, Social Enterprise, Social Impact, Energy Poverty, Multi-Tiered Pricing, Entrepreneurship, Microcredit, Pas-As-You-Go, Pricing Strategies, Business Model Innovation, Bass Diffusion Model, Sustainability, Green Energy

Related:

published: 28 Oct 2016

  • Topic: Strategy
  • Industry: Renewable energy
  • Region: Global

Show details ...

Abstract:
This case describes the strategy of a renewable energy charity in Peru attempting to transition to a social enterprise. The charity uses a combination of strategies, including a multi-tiered pricing strategy and using local entrepreneurs to adapt the business model for local conditions.

Pedagogical Objectives:
• Evaluate different approaches that companies can take to sell their products to the bottom of the pyramid, including considering creative approaches toward pricing. • Discuss and come to an understanding of when or if a charity should consider switching to a sustainable social enterprise. • Understand how a business can scale from one geography to another, within the same segment.

Keywords:
Renewable Energy, Economic Development, Social Enterprise, Social Impact, Energy Poverty, Multi-Tiered Pricing, Entrepreneurship, Microcredit, Pas-As-You-Go, Pricing Strategies, Business Model Innovation, Bass Diffusion Model, Sustainability, Green Energy

Related:

published: 28 Oct 2016

  • Topic: Strategy
  • Industry: Fishing, Mobile, Technology
  • Region: Asia

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Abstract:
mfish is a case about global partnerships which target the bottom of the pyramid. This case focuses on mobile penetration and using a local partner to gain access to consumers, however this is not specific to mobile or fishing and can be applied across industries. One of Tone’s main successes here was focusing on their core competencies, mobile app development, and using key partnerships to fill in their knowledge and competency gaps. Tone/mfish were able to monetize a solution, despite targeting this very low income sector by making a product that greatly increased the livelihood of it’s consumers, which customers were willing to pay for. This case challenges students to think creatively about solving a problem in a low cost way, while also maintaining a customer centric focus. If the product doesn’t solve problems for consumers, then there won’t be high demand for it, so keeping a customer centric focus is key. In addition, a low cost solution is important when targeting this segment since their willingness to pay might be low on an absolute scale given their low level of income.

Pedagogical Objectives:
The objectives of this case are to help the student think about creative business models for targeting customers in a new or different way, especially one with low costs. It challenges students to remain customer centric and challenge the preconceived notions they might have about adoption of technology, especially in emerging markets

Keywords:
Bottom of the Pyramid, Emerging Markets, Mobile, Technology, Partnerships, Market Entry, Strategy, New Business Models

Related:

published: 28 Oct 2016

  • Topic: Strategy
  • Industry: Fishing, Mobile, Technology
  • Region: Asia

Show details ...

Abstract:
mfish is a case about global partnerships which target the bottom of the pyramid. This case focuses on mobile penetration and using a local partner to gain access to consumers, however this is not specific to mobile or fishing and can be applied across industries. One of Tone’s main successes here was focusing on their core competencies, mobile app development, and using key partnerships to fill in their knowledge and competency gaps. Tone/mfish were able to monetize a solution, despite targeting this very low income sector by making a product that greatly increased the livelihood of it’s consumers, which customers were willing to pay for. This case challenges students to think creatively about solving a problem in a low cost way, while also maintaining a customer centric focus. If the product doesn’t solve problems for consumers, then there won’t be high demand for it, so keeping a customer centric focus is key. In addition, a low cost solution is important when targeting this segment since their willingness to pay might be low on an absolute scale given their low level of income.

Pedagogical Objectives:
The objectives of this case are to help the student think about creative business models for targeting customers in a new or different way, especially one with low costs. It challenges students to remain customer centric and challenge the preconceived notions they might have about adoption of technology, especially in emerging markets

Keywords:
Bottom of the Pyramid, Emerging Markets, Mobile, Technology, Partnerships, Market Entry, Strategy, New Business Models

Related:

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