Roberta Rodrigues Faoro

DIFFERENTIATION AND FOCUS TO GAIN COMPETITIVE ADVANTAGE: THE CASE OF BETA SYSTEMS

This case exposes elements for reflections and discussions about strategic positioning in an enterprise software development and consulting in information technology. Based in Serra Gaucha, the company operates throughout the national territory, with its main customers are located in the states of Rio Grande do Sul, Santa Catarina, Sao Paulo, Bahia and Mato Grosso do Sul. The case unfolds from the back of a journey of the young owner of the company software development and consulting in information technology to Salvador, where it shut another big project with one of its best customers in the industry of fruit, but instead of being content was very worried about how he would deliver the project within agreed between the parties, by virtue of its staff being overworked. After all, serving customers in more than thirty areas of activity the company faces a strategic dilemma: to specialize or spray your performance in various sectors? So what strategy should the firm choose? The data for the preparation of this teaching case were obtained through semi-structured interviews with managers and through secondary data such as internal documents, websites, and direct observation. This case can be used as an auxiliary tool for teaching, especially in disciplines related to strategy, undergraduate and post-graduation management courses.

DIFERENCIAÇÃO E FOCO PARA OBTENÇÃO DE VANTAGEM COMPETITIVA: O CASO DA BETA SISTEMAS

This case exposes elements for reflections and discussions about strategic positioning in an enterprise software development and consulting in information technology. Based in Serra Gaucha, the company operates throughout the national territory, with its main customers are located in the states of Rio Grande do Sul, Santa Catarina, Sao Paulo, Bahia and Mato Grosso do Sul. The case unfolds from the back of a journey of the young owner of the company software development and consulting in information technology to Salvador, where it shut another big project with one of its best customers in the industry of fruit, but instead of being content was very worried about how he would deliver the project within agreed between the parties, by virtue of its staff being overworked. After all, serving customers in more than thirty areas of activity the company faces a strategic dilemma: to specialize or spray your performance in various sectors? So what strategy should the firm choose? The data for the preparation of this teaching case were obtained through semi-structured interviews with managers and through secondary data such as internal documents, websites, and direct observation. This case can be used as an auxiliary tool for teaching, especially in disciplines related to strategy, undergraduate and post-graduation management courses.

DIFERENCIACIÓN Y ENFOQUE A OBTENCIÓN DE VENTAJA COMPETITIVA: EL CASO DE BETA SYSTEMS

This case exposes elements for reflections and discussions about strategic positioning in an enterprise software development and consulting in information technology. Based in Serra Gaucha, the company operates throughout the national territory, with its main customers are located in the states of Rio Grande do Sul, Santa Catarina, Sao Paulo, Bahia and Mato Grosso do Sul. The case unfolds from the back of a journey of the young owner of the company software development and consulting in information technology to Salvador, where it shut another big project with one of its best customers in the industry of fruit, but instead of being content was very worried about how he would deliver the project within agreed between the parties, by virtue of its staff being overworked. After all, serving customers in more than thirty areas of activity the company faces a strategic dilemma: to specialize or spray your performance in various sectors? So what strategy should the firm choose? The data for the preparation of this teaching case were obtained through semi-structured interviews with managers and through secondary data such as internal documents, websites, and direct observation. This case can be used as an auxiliary tool for teaching, especially in disciplines related to strategy, undergraduate and post-graduation management courses.