By Howie Rosen, Steve Ciesinski, Matt Saucedo, Reema Shah
2018 | Case No. E664 | Length 18 pgs.
The purpose of this case is to look at Aerobotic’s product market fit. The case examines how the Aerobotics founding team determined the best way to approach the agricultural drone market in South Africa. It also highlights how the team evaluated pricing and which markets/partnerships to initially pursue. Students will also be introduced to various go to market strategies that were used to address this target market. Students will also gain an understanding of the challenges a company faces to ensure product market fit. The case also looks at the company from an investor’s point of view.

Learning Objective

The learning objective for the case is to help students understand the issues and challenges with starting a company in a developing economy with a focus on evaluating a market and establishing “product/market fit” and an appropriate business model for the product or service being developed. This case also highlights the issues involved with rapidly changing technology and how it influences choice of product or service offering. Some specifics of the agricultural industry in South Africa are also covered.
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