Case | HBS Case Collection | June 2001

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; Online Technology; 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.