Table 2 Competitive advantages of focal firms First Stage Second Stage Firm Financial, Market, & Strategic Outcomes Representative Informant Quotes Prior Strategic Partner Target Interactions Objective In 2011, Sunyard provided operational “The market share of our product is 80%-90%.” management solution for ICBC, and (interview, General Manager, Division of later applied it to some regional Operational Management Solution, Sunyard, banks, including China Merchants May 19, 2014) Bank, China Guangfa Bank, “when I read news on bank rate transactions of Technology Expansion in Regional Huishang Bank and Bank of Dalian. regional banks in China , I found all the banks Sunyard ICBC and Product Regional Banks Sunyard applied its document listed are our clients.” (interview, Director, R&D Development Bank Market management solution to numbers of Center, Sunyard, April 1, 2014). regional banks, such as Bank of “From a revenue standpoint, the outcomes are far Beijing, Bank of Hangzhou, Wuhan beyond our initial expectation.” (interview, Rural Commercial Bank and Bank of General Manager, Division of Operational Quanzhou. Management Solution, Sunyard, May 19, 2014) Through the technological partnership, Grundfos and Himin jointly Tapping into developed a new solar heating Himin Solar Product the Chinese system, in which Grundfos’ variable Grundfos Discussions Corporation development solar pump technology is integrated. The industry new solar system significantly improves consumer experience and energy efficiency.
Table 2 Competitive advantages of focal firms Firm First Stage Second Stage Financial, Market, & Strategic Outcomes Representative Informant Quotes Partner Prior Interactions Target Strategic Objective Sunyard ICBC Technology and Product Development Regional Banks Expansion in Regional Bank Market In 2011, Sunyard provided operational management solution for ICBC, and later applied it to some regional banks, including China Merchants Bank, China Guangfa Bank, Huishang Bank and Bank of Dalian. Sunyard applied its document management solution to numbers of regional banks, such as Bank of Beijing, Bank of Hangzhou, Wuhan Rural Commercial Bank and Bank of Quanzhou. “The market share of our product is 80%-90%.” (interview, General Manager, Division of Operational Management Solution, Sunyard, May 19, 2014) “when I read news on bank rate transactions of regional banks in China , I found all the banks listed are our clients.” (interview, Director, R&D Center, Sunyard, April 1, 2014). “From a revenue standpoint, the outcomes are far beyond our initial expectation.” (interview, General Manager, Division of Operational Management Solution, Sunyard, May 19, 2014) Grundfos Himin Solar Corporation Discussions Product development Tapping into the Chinese solar industry Through the technological partnership, Grundfos and Himin jointly developed a new solar heating system, in which Grundfos’ variable pump technology is integrated. The new solar system significantly improves consumer experience and energy efficiency.