This case is about how a small Lithuanian wireless equipment developer commercialized its products overseas. A strategic partnership with Deliberant, a US company similar to Wilibox, was crucial in that venture. Starting from a distribution agreement for Wilibox’s software, the collaboration evolved into joint development and manufacturing by the two companies and finally the formation of a joint venture. Wilibox had R&D skills, especially in software, while Deliberant had superior customer understanding and marketing strengths. In retrospect, Wilibox thinks they could have grown faster if they had developed their own manufacturing capacity earlier. The case is interesting because Deliberant, their strategic partner, could be seen as a competitor as they were doing basically the same as Wilibox in Lithuania.
Open innovation for SME's
