商品敘述：

In September 2023, the founders of the Indian climate technology start-up Solinas Integrity Pvt. Ltd., based in Delhi, India, were contemplating how to grow and scale up their venture. The company developed robotics and artificial intelligence technology to address water and sewage problems in the country. The company''s client base mainly consisted of urban local bodies, which were local municipal corporations that implemented water and sewage projects at the city level. The first issue was how to overcome challenges such as a compromised public procurement policy, government corruption, and various entry barriers set up by current competitors in the industry. The founders were also wondering how to choose the right business strategy from three distinctive options business-to-government, business-to-business, or business-to-business-to-government. Each option presented specific risks, marketing and selling costs, customer acquisition costs, and life time value. The founders had to determine which strategy was most suitable for their company. Suresh Srinivasan is affiliated with Great Lakes Institute of Management

涵蓋領域：

Start-ups;Emerging markets

相關資料：

, (W44795), p, by Suresh Srinivasan

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