Question 1
Provide a summary of the case, provide the broader framework of the case. Make active use of Appendices which provide supportive and relevant information.
The CEO and co-founder of the company had been considering how to expand the customer base of Oversight in 2016.
The company has developed customized analytics for the organizations since 2003 to monitor their data errors, operational inefficiencies and fraud.
The company has now transformed its model from traditional CCM to pre-packaged software called as the Insights on Demand (IOD).
Overtime, the company has established a number of partnerships.
The channel partnership with ESG was less successful as compared to the partnership with Concur Technologies.
Now the decision ahead of Oversight was to decide that whether they should partner with a major credit card company, GC or not.
Oversight has many advantages by contracting out with GC for instance, GC would manage the budgeting and contracting with the enterprise level customers.
This opportunity would allow the company to expand the customer base of the company where Oversight would be providing IOD services to the 2000 customers of GC.
The end user pricing would be controlled by GC and GC would also provide Oversight with referrals to five to six major GCP clients. This would enable Oversight to form a much stronger partnership.
Oversight Systems Harvard Case Solution & Analysis
The Banking Worldwide opportunity is a small opportunity for Oversight as compared to the GC opportunity, therefore, it is recommended for Oversight to partner with GC, that has a relatively large part comprising of p-cards within the overall business.
Question 2
Should Oversight pursue a partnership with Global Credit (GC) and/or Banking Worldwide (BW)? In making this decision, please be prepared to specify, and respond to, different terms and conditions of a channel partnership, including price, exclusivity (or not), support, and the roles and responsibilities of Oversight and a channel partner. Which of these terms would you view as “must haves” if you were Patrick Taylor, and which would you view as “nice to have”?
It is evident from the case that Global Credit is a much larger organization than Banking Worldwide.
Oversight had reached at that point of the business, where it needed big customers to increase the size of the business and sustain the growth.
Oversight has many advantages by contracting out with GC for instance, GC would manage the budgeting and contracting with the enterprise level customers.
It was relatively straightforward for Oversight to extract the p-card data of the GC’s customers even through the company did not have any readymade data connector.
The end user pricing would be controlled by GC and GC would also provide Oversight with referrals to five to six major GCP clients to understand client reactions to the joint offering and to identify integration points between GC’s system and IOD.
Oversight is recommended to form a channel partnership with GC and the price that should be agreed is 40% discount from the normal rates of Oversight.
Oversight should develop an exclusive relationship with GC and take part in the pilot program...............
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