EyesNow: Control, Decision-Making, and Strategy for Startups

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The EyesNow case presents a startup company with two founders struggling over their growing differences of opinion on the best way forward. After initially proving their concept using their own funds and successfully raising angel funding to launch a chain of retail kiosks selling eyeglasses, Cliff Burris and Corey Smith are at a crossroads. With several stores open and more being built at rapid pace, in-store traffic suddenly has slowed. Results from a meticulously planned marketing campaign are mixed. Competitors are cutting prices. And their angel investor is increasingly unhappy. The case prompts students to think about ownership and control during the early stages after a company’s founding. Strategic issues presented here include investor control, business partner relationships, marketing strategy, and pricing. Students may apply the popular strategic framework of Kim and Mauborgne’s Blue Ocean Strategy to assess the market.

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