Publications
Publications
- June 2001
- HBS Case Collection
Bang Networks- The First Customer (A)
By: Jay O. Light and Mary N. Caravella
Abstract
In November 2000, six-month-old start-up Bang Networks is preparing a proposal for its first paid subscription contract. The recent MBA founders of the new San Francisco--based company believe they have a unique new solution for effective delivery of real-time Web content. This case discusses how to negotiate with the large media company that has been an early beta customer and that Bang could really use as a referenceable customer as it approaches its formal launch.
Keywords
Business Startups; Negotiation Tactics; Internet and the Web; Valuation; Value Creation; Negotiation Preparation; Information Technology Industry; San Francisco
Citation
Light, Jay O., and Mary N. Caravella. "Bang Networks- The First Customer (A)." Harvard Business School Case 201-111, June 2001.