Case Studies
STARZPLAY: Shooting for the Stars
Harvard Business School
In mid-2021, Maaz Sheikh, cofounder and CEO of STARZPLAY, a Dubai-based subscription video on demand (SVOD) provider that catered to the Middle East and North Africa region, was wrestling with how to find the right balance between continued subscriber growth and profitability. Founded in 2015, the company was the first major SVOD player in the region providing high quality and affordable Hollywood content. STARZPLAY rapidly grew its subscriber base through a business model sensitive to the varied tastes and payment preferences of households in the region, and was able to maintain leadership even after global players like Netflix and well-funded homegrown companies entered the market. At the time of the case, several U.S. major studios, including the likes of Disney, Paramount, and HBO, were in talks with local operators about potential partnerships. Sheikh needed to prepare an appealing proposal, knowing full well that other regional players were likely doing the same, and that these studios might decide to enter independently. He had to think carefully about the company’s brand position, and its plans regarding content, pricing and payment options, and marketing spend in order to fuel continued growth while managing the increasing pressure from investors to drive the business toward profitability. Sheikh and his management team had big ambitions for STARZPLAY. What would be the plan that ensured the company continued to prosper despite the mounting competition?
Worldreader: Helping Readers Build a Better World
Harvard Business School
Project Maji: Pricing Water in Sub-Saharan Africa
Harvard Business School
GoPro: Becoming a Subscription Hero
Harvard Business School
NiPay’s Pricing Conundrum
SenseAim Technologies: Pricing to Win
Harvard Business School
Twisterden: Pricing a Go-To-Market Strategy
London Business School
Holaluz: Taking on the Spanish Energy Market
Harvard Business School
HP Instant Ink: (Self) Disrupting the Consumer Printing Market
Harvard Business School
Pearson: Efficacy 2.0
Harvard Business School
Pricing at Netflix
Harvard Business School
Revenue Model Innovation at Roche Diagnostics
London Business School
What’s the Deal with Livingsocial?
Harvard Business School
Barceló Hotels and Resorts (A)
Harvard Business School
Global Graphics: Pricing in a New Market
London Business School
The London 2012 Olympic Games
Harvard Business School
Bt Business: Responding to ‘Free Forever‘
London Business School
Viagogo (A) (B)
London Business School