iBasis analyzes the development of a long-term relationship between gear maker Cisco and start up iBasis, a voice-over-internet wholesaler. Questions arise for iBasis creators regarding how best to build a relationship that is beneficial with the much larger partner.
How competitive should they be in their pursuance of specialized equipment layouts from Cisco? How should they preserve their own intellectual property? After several years of marketplace success, and several relationship defining mechanisms (from casual to a memorandum of understanding to particular equipment contracts), the partnership is tested with the dot-com bubble bursting. Not only is the relationship in danger, but iBasis' very survival is in question.
PUBLICATION DATE: January 14, 2008 PRODUCT #: 908014-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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