iBasis examines the development of a long-term relationship between Cisco equipment manufacturers and start-up iBasis, a voice-over-internet wholesaler. Questions arise for iBasis founder on how best to build a beneficial relationship with the much larger partner. How aggressive they should be motives of Cisco in their pursuit of special equipment? How should they protect their own intellectual property? Define after several years of market success and several relationship, Mecha … Read more »

iBasis examines the development of a long-term relationship between Cisco equipment manufacturers and start-up iBasis, a voice-over-internet wholesaler. Questions arise for iBasis founder on how best to build a beneficial relationship with the much larger partner. How aggressive they should be motives of Cisco in their pursuit of special equipment? How should they protect their own intellectual property? After several years of market success and several mechanisms Define Relationship (from informal to a Memorandum of Understanding for special equipment contracts), the partnership with the dot-com bubble has burst tested. Not only is the relationship at risk but iBasis survival is in question.
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from
Andrew Wasynczuk,
Nicole Kravec,
Katherine Dowd
Source: Harvard Business School
17 pages.
Release Date: 14 January 2008. Prod #: 908014-PDF-ENG
iBasis, Inc. HBR case solution