Interestingly, Xiameter seems to have had an effect back on the core business model, according to the article. This was value-based pricing. Decision Scenario case studies 2. You need to focus on key tasks that allow you to put pieces together in a meaningful pattern, which in turn will give you a better understanding of the main issue and put you in a position to make impactful recommendations. This is exactly the problem that Dow Corning avoided by undertaking this initiative. I found it particularly interesting that the solicitors outside the library were noted. During the initial years Dow Corning was very profitable and they enjoyed double digit growth on unique products.

Alignment diagrams are a class of document that includes such things as customer journey maps, service blueprints and mental model diagrams. Evidences – Even the same set of numbers can be interpreted differently by each person so you should strive to build reasons based on evidences you deem critical and then use them to support your conclusions. You are commenting using your Twitter account. Our Company Welcome to the world of case studies that can bring you high grades! If your product provides sufficient value to customers, they will buy — no matter how good or bad the economic situation is, if they perceive value they will pay the price. One is that Xiameter achieves its lowest total cost position by taking advantage of resources within Dow Corning, and this can have negative impacts on incentives within the parent firm. Second, Xiameter is more than willing to co-exist with a high-touch, high service business model that Dow Corning provides.

Dow Corning segmentation was based on 6 industries which sold to their customers within the industry segment from healthcare to automobiles, from household products to electronics. The canvas is straight forward to use, which is the beauty of it: Problem Diagnosis case studies can be specified based on two situations — One dase is significant outcome or performance of casecompany, and two there is no explicit explanation of the outcome or performance of casecompany.


This was also one of the reasons behind the new restructure apart from new leaderships critical wrong decisions.

xiameter case study solution

Each has its own unique objective. How to Prepare and Discuss Xiameter: Here is how Jeffrey describes the advent of Xiameter:.

Xiameter Case Study

The market itself is highly fragmented for elevators in India. Industries include from healthcare to automobiles and household products to electronics. To xiametef over time, you have to risk cannabilisation. Through application of the above theory about product levels to products sold by Xiameter, the above figure has been created to demonstrate what Xaimeter consumers are actually buying into, in terms of product levels.

You need to take the pieces and fit them into a pattern that helps you understand the main issue and think about the optimal ways to address it. The Past and Future of a “Disruptive Innovation” case study based on Evaluation Scenario Approach Each of the situations in the case study has its own logic and awareness of it can help you not only to read more efficiently but also to write a more evidence based case study solution for casecompany case study.

Read Xiameter industrial marketing case study uploaded seperately assuming – Essay – words

The elements on the right side represent customer-facing aspects. What is the case method? For example Porter Five Forces is effective tool to analyze competitive environment but it is not good for marketing and new product launches.

The loss might have been far greater if all sales were through the more expensive structure. The case also describes a “tipping point” in Dow Corning’s history and strategy where their leadership in the silicone business was at stake; management had to chart radically new ways to compete in commoditized markets–what they call their “disruptive innovation”.

They reviewed their segmentation to a needs-based segmentation scheme. Its existing business model, which emphasized selling technical assistance and product testing on top of its core products, ignored price-conscious customers.


Those resources, processes and functions that require consistency, durability, economies of scale and optimized operating costs Hess, are best centralized as collectively an experience effect, much like a learning effect associated with economies of scale, begins to influence costing, timing, and overall efficiencies of completing these core process tasks. Cite This Case Study: The new Xiameter channel is a textbook example of disruptive innovation. The Past and Future of a “Disruptive Innovation” case study?

xiameter case study solution

Dow Corning recognized that it was overshooting its market. Consequently, all of their innovation efforts were put into sustaining this market-leading position. The purpose of is to build a map of information that the case contains.

Xiameter Case Analysis Advantages of Needs-Based Vs.&nbspCase Study

Thanks for quenching our curiosity. Let my know if you ever stucy any further cass about our story. Based on all the evaluation and analysis completed in the self-audit as well as the industry knowledge of the strong sales force, the key differentiators is brand image and history, excellent high quality products, product mix over several large industries. Plantes outlines one of the key issues in the success of Xiameter: Silicon and silicon-based materials can be formulated to deliver unlimited range of uses.

The environment around Dow Corning was changing.

All products consist of three levels, the most basic core product, which is the problem solving benefit the consumer seeking.

There are several things the market leader can do to protect its position.