| HBS Case Collection
(Revised from original 2001 version)
Smartix (A): Dancing with Elephants
This case describes issues facing the founder-CEO of a high-tech start-up in Boston, as he negotiates with multiple large potential partners and investors. The negotiations include a potential business partnership with FleetCenter and Madison Square Garden, and a potential investment from two large venture capital firms. The case focuses on the sequencing among the parties, how to resolve conflicting interests among the parties, and the issues facing small entrepreneurial firms trying to negotiate with very large and powerful investors and business partners.
Sull, Donald N., James K. Sebenius, and Noam Wasserman. "Smartix (A): Dancing with Elephants." Harvard Business School Case 902-156, October 2006. (Revised from original November 2001 version.)