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Segmenting the Base of the Pyramid (Spanish version)
Rangan, V. Kasturi; Chu, Michael; Petkoski, DjordjijaArticle HBS-R1106JStrategyconsumers, coproducers, and clients. Specific strategies work best with people in certain roles and at particular income levels. Success requires appreciating the diversity at the base of the pyramid and the importance of scale in undertaking ventures there. Witness Manila Water's success in the Philippines and Hindustan Unilever's in South Asia. Failure to appreciate those elements can foil base-of-the-pyramid ventures, as Microsoft and Procter...Starting at €8.20