The Crurated Revolution: Connecting People with Fine Wines Through Blockchain Technology

By David Dubois, Lidia Martin Garcia

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Reference 6822
Published 22 Jun 2023
Length 12 page(s)
Topic Marketing
Region Global
Industry Luxury Goods and Jewelry

Crurated, a start-up founded in 2019, combines various technologies to address previously unmet needs in the fine wine market through a bold marketing approach. The innovative ecommerce marketplace enables high-end consumers to connect with and purchase wine from renowned producers.

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Shopee vs. Lazada: A battle of Titans for e-commerce supremacy in South-East Asia

By David Dubois, Rebecca Liu

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Reference 6705
Published 11 Oct 2021
Length 7 page(s)
Topic Marketing
Region Asia
Industry E-Commerce

How did Shopee – a small e-commerce player launched in 2015 – overtake its historic rival Lazada in just a few years to average 281 million visits a month and become the most valuable company in South East Asia in 2021? CEO Forrest Li followed a bold two-sided digital marketing strategy that won over sellers (B2B) and users (B2C).

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Ualá’s "Tech and Touch" Customer Strategy: A Fintech David vs. the Goliaths of the Financial Services Industry in Latin America

By David Dubois

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Reference 6677
Published 27 May 2021
Length 10 page(s)
Topic Marketing
Region South America
Industry Financial Services, Banking

Ualá’s bold “tech-and-touch” strategy brought 2.7 million new customers – 1 out of 20 people in Argentina – into banking in less than four years (2017-21).

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Lemonade: Delighting Insurance Customers with AI and Behavioural Economics - A Disruptive InsurTech Business Model for Outstanding Customer Experience and Cost-Effective Service Excellence

By Laura Heely, Ziv Carmon, Wolfgang Ulaga

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Reference 6597
Published 01 Jul 2020
Length 11 page(s)
Topic Marketing
Region Global
Industry Insurance

This case explores InsurTech start-up Lemonade’s disruptive new business model aimed at creating and delivering a ‘shockingly great user experience’ around a ‘lovable brand’ – in an industry plagued by low customer satisfaction. The digital disruptor leverages principles of behavioural economics to address conflicts of interest and mistrust which prevail in the existing industry.

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Digitally-powered Customer-centricity in the Industrial Gas Sector: The Air Liquide-Airgas Merger

By David Dubois, Jean-Michel Moslonka

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Reference 6446
Published 25 Mar 2019
Length 16 page(s)
Topic Marketing
Region Global
Industry Oil & Energy

Air Liquide, a leader in centric industrial and healthcare gases, seeks to develop ‘customer intimacy’ through digital technologies following its acquisition of US company Airgas. VP Olivier Blachier is tasked to articulate for the board a vision of customer centricity and a digital strategy.

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Transforming Luxury Distribution in Asia: Bluebell's Makeover in the Face of Digital Disruption

By David Dubois, Frederic Godart, Jean Wee

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Reference 6443
Published 29 Oct 2018
Length 34 page(s)
Topic Marketing
Region Asia
Industry Wholesale, Luxury Goods and Jewelry

For over 60 years, Bluebell, a major actor in the luxury B2B ecosystem, has been helping Western luxury brands such as Louis Vuitton, Davidoff, Moschino, Manolo Blahnik or Jimmy Choo enter key Asian markets.

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Can 3G Capital Make Burger King Cool Again? Brand Building under Zero-based Budgeting

By Pierre Chandon, Laura Heely, Fernando Machado

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Reference 6402
Published 25 Jun 2018
Length 34 page(s)
Topic Marketing
Region Global
Industry Restaurants, Food and Beverages Production, Health, Wellness and Fitness

Four years after acquiring the business, 3G Capital had managed to put Burger King back in growth mode. However, the Burger King brand itself was still lacking momentum and it was unclear if its celebrity-heavy ad campaign would work.

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waterdrop®: Changing the Paradigms of the Beverage Industry with Limited Resources and Digital Marketing

By Joerg Niessing, Carla Baumer, Anne-Marie Carrick

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Reference 6399
Published 28 Jun 2019
Length 13 page(s)
Topic Marketing
Region Global
Industry Food and Beverages Production

In 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.

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AccorHotels and the Digital Transformation: Enriching Experiences through Content Strategies along the Customer Journey

By David Dubois, Inyoung Chae, Joerg Niessing, Jean Wee

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Reference 6241
Published 26 Aug 2016
Length 23 page(s)
Topic Marketing
Region Global
Industry Leisure, Travel and Tourism

Read a related Knowledge article "Lessons in Digital Transformation from the Hotel Industry" by David Dubois.

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Telenor: Revolutionizing Retail Banking Services in Serbia - Digital Transformation of the Customer Experience

By Joerg Niessing, Hilke Plassmann

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Reference 6129
Published 27 Feb 2017
Length 27 page(s)
Topic Marketing
Region Global
Industry Telecommunications, Wireless, Banking

In this case study, we are analyzing how one of the biggest international telecommunications providers, Telenor, has used this weakness of financial institutions and has successfully launched the first mobile only bank in Serbia – Telenor Banka. The CEO of Telenor Banka is an INSEAD Alumni and is working with us on this case.

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The Nokia N8 'Push Snowboarding' Campaign: An Avant-Garde Social Media Strategy from Engagement to Sales

By David Dubois, Mastak Pal Kaur

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Reference 6117
Published 24 Apr 2015
Length 10 page(s)
Topic Marketing
Region Global
Industry Telecommunications, Wireless, Information Technology and Services

The case illustrates an innovative integrated marketing campaign by Nokia to promote its new phone, the N8. In early January 2010, Stuart Wells, Integrated Global Campaign Lead at Nokia, initiated and supervised the execution of an ambitious integrated marketing campaign.

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The Crurated Revolution: Connecting People with Fine Wines Through Blockchain Technology

Shopee vs. Lazada: A battle of Titans for e-commerce supremacy in South-East Asia

Ualá’s "Tech and Touch" Customer Strategy: A Fintech David vs. the Goliaths of the Financial Services Industry in Latin America

Lemonade: Delighting Insurance Customers with AI and Behavioural Economics - A Disruptive InsurTech Business Model for Outstanding Customer Experience and Cost-Effective Service Excellence

Digitally-powered Customer-centricity in the Industrial Gas Sector: The Air Liquide-Airgas Merger

Transforming Luxury Distribution in Asia: Bluebell's Makeover in the Face of Digital Disruption

Can 3G Capital Make Burger King Cool Again? Brand Building under Zero-based Budgeting

waterdrop®: Changing the Paradigms of the Beverage Industry with Limited Resources and Digital Marketing

AccorHotels and the Digital Transformation: Enriching Experiences through Content Strategies along the Customer Journey

Telenor: Revolutionizing Retail Banking Services in Serbia - Digital Transformation of the Customer Experience

The Nokia N8 'Push Snowboarding' Campaign: An Avant-Garde Social Media Strategy from Engagement to Sales

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