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about=\u0022\/case\/waterdrop\u0022 class=\u0022case-study full clearfix case-details-page-wrapper\u0022\u003E\n  \u003Cdiv class=\u0022container-fluid case-details-block green-january full-width-wrapper\u0022\u003E\n    \u003Ca id=\u0022scrolltop_button\u0022\u003E\u003C\/a\u003E\n\n    \u003Cdiv class=\u0022row\u0022\u003E\n      \u003Cdiv class=\u0022col-lg-12 full-width-inner-wrapper\u0022\u003E\n        \u003Cdiv class=\u0022row\u0022\u003E\n          \u003Cdiv class=\u0022col-lg-12 btn-group\u0022\u003E\n            \u003Ca href=\u0022\/search\u0022 class=\u0022btn padding-5 insead-white green-december-text rounded-2 back-to-search-button\u0022\u003E\n              Back to Search\n            \u003C\/a\u003E\n          \u003C\/div\u003E\n        \u003C\/div\u003E\n\n        \u003Cdiv class=\u0022row\u0022\u003E\n          \u003Cdiv class=\u0022col-lg-12 badges-block\u0022\u003E\n           \u003Cspan class=\u0022green-june-text text-uppercase product-type-badges\u0022\u003ECase Study\u003C\/span\u003E\n                                                              \u003Cimg class=\u0022popular-icon\u0022 src=\u0022\/themes\/custom\/case_publishing\/dist\/images\/popular@3x.png\u0022 alt=\u0022popular\u0022 title=\u0022Popular case\u0022\u003E\n                                      \u003Cimg class=\u0022award-icon\u0022 src=\u0022\/themes\/custom\/case_publishing\/dist\/images\/award@3x.png\u0022 alt=\u0022award\u0022 title=\u0022Award winning case\u0022\u003E\n            \n                          \u003Cimg class=\u0022extra-icon\u0022 src=\u0022\/themes\/custom\/case_publishing\/dist\/images\/extra@3x.png\u0022 alt=\u0022extra\u0022 title=\u0022Case with extra material\u0022\u003E\n            \n          \u003C\/div\u003E\n        \u003C\/div\u003E\n\n        \u003Cdiv class=\u0022row\u0022\u003E\n\n          \u003Cdiv class=\u0022col-lg-6 col-md-6 individual-banner-section\u0022\u003E\n            \u003Ch1 class=\u0022green-august-text individual-page-title\u0022\u003E \u003Cspan class=\u0022field field--name-title field--type-string field--label-hidden\u0022\u003Ewaterdrop\u00ae: Changing the Paradigms of the Beverage Industry with Limited Resources and Digital Marketing\u003C\/span\u003E\n\u003C\/h1\u003E\n            \u003Cdiv class=\u0022row casestudy-fields-block\u0022\u003E\n\n              \u003Cdiv class=\u0022col-lg-4 col-md-4 col-sm-6 col-xs-6 col-6 casestudy-field\u0022\u003E\n                \u003Cspan class=\u0022green-june-text\u0022\u003EBy \u003C\/span\u003E\n                  \u003Cspan class=\u0022green-october-text\u0022\u003E\n                    \n  \u003Cspan class=\u0022field--item author-name-item\u0022\u003E\u003Ca href=\u0022\/author\/joerg-niessing\u0022 hreflang=\u0022en\u0022\u003EJoerg Niessing\u003C\/a\u003E,\u0026nbsp;\u003C\/span\u003E\n  \u003Cspan class=\u0022field--item author-name-item\u0022\u003E\u003Ca href=\u0022\/author\/carla-baumer\u0022 hreflang=\u0022en\u0022\u003ECarla 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\u003C\/div\u003E\n        \n        \u003Cdiv class=\u0022individual-main-block\u0022\u003E\n          \u003Cdiv class=\u0022page-content-tab\u0022\u003E\n                          \n              \u003Cul class=\u0022nav nav-tabs gradient-border-left-right\u0022 id=\u0022sortable_tab\u0022 role=\u0022tablist\u0022\u003E\n                \u003Cli class=\u0022active nav-item\u0022\u003E\u003Ca data-bs-target=\u0022#home\u0022 data-bs-toggle=\u0022tab\u0022 href=\u0022#home\u0022 class=\u0022nav-link active\u0022\u003EHome\u003C\/a\u003E\u003C\/li\u003E\n                                  \u003Cli class=\u0022nav-item\u0022\u003E\n                    \u003Ca href=\u0022\/ajax\/microsite\/115361\u0022 class=\u0022nav-link disabled\u0022 rel=\u0022tooltip\u0022 title=\u0022Only users logged in as Educators can access this page.\u0022\u003ERestricted Material for Instructors\u003C\/a\u003E\n                  \u003C\/li\u003E\n                              \u003C\/ul\u003E\n              \u003Cdiv class=\u0022tab-content\u0022 id=\u0022sortable_tab_content\u0022\u003E\n                \u003Cdiv class=\u0022tab-pane fade show active\u0022 id=\u0022home\u0022 role=\u0022tabpanel\u0022 aria-labelledby=\u0022home-tab\u0022\u003E\n                  \u003Cdiv class=\u0022addthis_inline_share_toolbox\u0022\u003E\u003C\/div\u003E\n                                      \u003Cdiv class=\u0022tab-content-block\u0022\u003E\n                      \u003Cdiv class=\u0022tab-subtitle green-july-text\u0022\u003ESummary\u003C\/div\u003E\n                      \u003Cdiv class=\u0022p-14 insead-grey-dec-text\u0022\u003E\n                        \u003Cp\u003E\n                          \u003Cp\u003EIn the non-alcoholic beverage industry, barriers to entry are low as production is relatively easy. Although thousands of new drinks flood the market each year, the non-alcoholic segment provides fertile ground for innovative start-ups. In a mass-market dominated by big players, branding is key.\u003Cbr \/\u003E\nMartin Donald Murray created waterdropR a small cube made up of natural aromas, superfood extracts and vitamins that is added to water, to provide a healthy drinking option. He builds the business on a lean budget, but knows that branding will determine the success of his innovation.\u003Cbr \/\u003E\nSince the cubes can easily be sold online, Martin tests the brand on the Austrian market through trial and error. The fact that packaging is 100% recyclable and eliminates plastic bottles (cutting CO2 emissions dramatically) adds an environmentally-friendly dimension.\u003Cbr \/\u003E\nThe case follows Martin from the \u2018lightbulb moment\u2019 (on a flight with limited drinks options) to the point where his small team is readying to launch what he believes will be a game-changer in the non-alcoholic beverage industry: a microdrink that makes drinking water more appealing. \u003C\/p\u003E\n\n                        \u003C\/p\u003E\n                      \u003C\/div\u003E\n                    \u003C\/div\u003E\n                  \n                  \n                                      \u003Cdiv class=\u0022tab-content-block\u0022\u003E\n                      \u003Cdiv class=\u0022tab-subtitle green-july-text\u0022\u003ETeaching objectives\u003C\/div\u003E\n                      \u003Cdiv class=\u0022p-14 insead-grey-dec-text\u0022\u003E\n                        \u003Cp\u003E\n                          \u003Cp\u003E1) Brand identity and positioning for start-ups: How to\u2026\u003Cbr \/\u003E\n  a) Build a strong brand identity with limited resources.\u003Cbr \/\u003E\n  b) Leverage market trends and customer intelligence as a start-up.\u003Cbr \/\u003E\n  c) Position the brand in the market compared to competitors.\u003Cbr \/\u003E\n2) The importance of sustainability in today\u2019s world\u003Cbr \/\u003E\n  a) Could sustainability be a key point of differentiation in the beverage industry?\u003Cbr \/\u003E\n  b) What should a sustainable product look like?\u003Cbr \/\u003E\n  c) Should the brand positioning just focus on this aspect?\u003Cbr \/\u003E\n3) Digital marketing and branding: How to\u2026\u003Cbr \/\u003E\n  a) Build a brand across channels with a small budget.\u003Cbr \/\u003E\n  b) Create content that is engaging for key target segments.\u003Cbr \/\u003E\n  c) Leverage word-of-mouth and community marketing using social media, gamification and mobile strategies.\u003Cbr \/\u003E\n4) Customer-centric strategies: How to\u2026\u003Cbr \/\u003E\n  a) Challenge incumbents by leveraging agile and customer-centric strategies.\u003Cbr \/\u003E\n  b) Leverage consumer insights and research for new product ideas at low cost.\u003Cbr \/\u003E\n  c) Integrate seamless omni-channel strategies in the early stages of a start-up.\u003Cbr \/\u003E\n5) Entrepreneurship challenges\u003Cbr \/\u003E\n  a) Brand or product \u2013 which is more important?\u003Cbr \/\u003E\n  b) Where should start-ups invest their resources?\u003Cbr \/\u003E\n  c) What advantages (or disadvantages) do start-ups have over incumbents when entering an established industry?\u003Cbr \/\u003E\n6) International brand extension:\u003Cbr \/\u003E\n  a) How to grow brands internationally with limited resources\u003Cbr \/\u003E\n  b) How much \u2018brand deviation\u2019 can one afford?\u003C\/p\u003E\n\n                        \u003C\/p\u003E\n                      \u003C\/div\u003E\n                    \u003C\/div\u003E\n                  \n                                      \u003Cdiv class=\u0022keyword-content-block\u0022\u003E\n                      \u003Cdiv class=\u0022tab-subtitle green-july-text\u0022\u003EKeywords\u003C\/div\u003E\n                      \u003Cdiv class=\u0022p-14 insead-grey-dec-text\u0022\u003E\n                        \u003Cul class=\u0022individual-page-keywords\u0022\u003E\n                                                      \u003Cli\u003E\n                              Microdrink\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                              Food and beverage\n                            \u003C\/li\u003E\n                                                      \u003Cli\u003E\n                              Digital disruption\n                            \u003C\/li\u003E\n                                                      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src=\u0022\/sites\/publishing\/files\/Joerg-Niessing-12830_5.jpg\u0022 alt=\u0022Niessing\u0022 class=\u0022rounded-circle\u0022\/\u003E\n                              \u003C\/div\u003E\n              \u003Cdiv class=\u0022sidebar-content\u0022\u003E\n                \u003Cdiv class=\u0022sidebar-sub-title green-july-text\u0022\u003E\n                  \u003Ch4\u003E\n                    \u003Ca href=\u0022\/author\/joerg-niessing\u0022 class=\u0022green-july-text\u0022 target=\u0022_blank\u0022\u003E\n                      Joerg\u0026nbsp;Niessing\n                    \u003C\/a\u003E\n                  \u003C\/h4\u003E\n                \u003C\/div\u003E\n                \u003Cdiv class=\u0022sidebar-sub-content green-december-dark-text author-designation\u0022\u003E\n                  Senior Affiliate Professor of Marketing\n                \u003C\/div\u003E\n              \u003C\/div\u003E\n            \u003C\/div\u003E\n                      \u003Cdiv class=\u0022sidebar-block-body\u0022\u003E\n              \u003Cdiv class=\u0022author-image-wrapper\u0022\u003E\n                              \u003C\/div\u003E\n              \u003Cdiv class=\u0022sidebar-content\u0022\u003E\n                \u003Cdiv class=\u0022sidebar-sub-title green-july-text\u0022\u003E\n                  \u003Ch4\u003E\n                    \u003Ca href=\u0022\/author\/carla-baumer\u0022 class=\u0022green-july-text\u0022 target=\u0022_blank\u0022\u003E\n                      Carla\u0026nbsp;Baumer\n                    \u003C\/a\u003E\n                  \u003C\/h4\u003E\n                \u003C\/div\u003E\n                \u003Cdiv class=\u0022sidebar-sub-content green-december-dark-text author-designation\u0022\u003E\n                  \n                \u003C\/div\u003E\n              \u003C\/div\u003E\n            \u003C\/div\u003E\n                      \u003Cdiv class=\u0022sidebar-block-body\u0022\u003E\n              \u003Cdiv 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