Spotnik Communications (C) - Partnership in Action

In the (A) case, the co-chief executive officers are considering a variety of different business models for developing a public wireless LAN network for Internet service in major "hot spot" locations. The (B) case focuses on whether they should pursue a strategic partnership with a major telecommunication company, and under what conditions. The (C) case takes place nine months later, after a deal has been struck. Described is how the agreement was reached and presents the challenges that the co-chief executive officers face in prioritizing their efforts, and making the partnership work, in the face of a rapidly changing competitive environment. This is a supplement to Spotnik Communications (A) and (B), products, 9B02A025 and 9B03M030.