The case scenario entails how Philips' new venture integration team executes a novel capability, confiscation in the "sales integration technique" (SIA), to organically grow its Asian Professional Lighting Entertainment activities.
The capability, devised for the acquisition integration, has earlier assisted to realize significant growth (or sales) synergies in a current acquisition. The key threat is to learn how you can apply the SIA to realize organic (instead of acquisitive) growth (i.e., internal development).
This case can be used with Philips Indal: The Deal from Heaven? (A) 9B14M018. Author Koen H. Heimeriks is affiliated with Tilburg University. MargritLelieveld and authors Mark Gunther are affiliated with Royal Philips.
PUBLICATION DATE: April 16, 2014 PRODUCT #: W14171-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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