Bitmovin Inc.: A Start-Up Goes Global
商品編號：9B20M140
出版日期：2020/05/08
再版日期：
商品來源：
商品主題：Entrepreneurship; General Management/Strategy; International Business
商品類型：Case (Field)
涵蓋議題：born global, sales strategy, growth
難易度：4 - Undergraduate/MBA
內容長度：9 頁
地域：Austria; United States
產業：Information; Media & Telecommunications
事件年度：2018
By the second quarter of 2018, the chief executive officer (CEO) of the online video technology company Bitmovin Inc. (Bitmovin) had propelled the start-up along an aggressive growth path. After founding the company in Austria, he had relocated Bitmovin’s headquarters to California’s Silicon Valley, raised more than US$40 million in investments in two funding rounds, and was now in the process of building a global sales organization for the company’s innovative online video infrastructure solutions. Within the next few years, the CEO wanted Bitmovin to achieve $100 million in revenues and initiate an initial public offering on the NASDAQ stock exchange in New York. However, Bitmovin’s rapid international growth had resulted in a globally dispersed organization in which effective communication and alignment were difficult to achieve. The sales team was able to close deals with big-name customers in the media industry, but marketing and demand generation had been neglected and there were not enough potential customers in the sales pipeline. The company had recently failed to reach its growth goals for the first time, and the CEO wondered whether the company still had the right sales strategy and the right person as its sales leader.
教學手冊：Bitmovin Inc.: A Start-Up Goes Global - Teaching Note
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