This teaching case describes the process of set up and development of one of the largest Brazilian software firms. It aims to discuss the positioning strategy of the firm into the Brazilian market, the threats to its growth and the actions that its managers took to maintain and develop the business. In this sense, the case is particularly useful for discussing entrepreneurial processes and business strategies related to competitors, clients and suppliers. In addition, in the specific case of high tech-based firms, one has to take into account technological changes. The teaching case was constructed from in-depth, face-to-face interviews and business reports. In turn, the discussion questions are inspired by Porter's five forces (1991) as well as by the debate of emergent vs. deliberate strategies suggested by Mintzberg, Ahlstrand e Lampel (2000).
strategy; competitive forces; software firms
