Rablo was an application that used artificial intelligence (AI) to help digitize, centralize, and automate administrative processes. It was the product of an intra-entrepreneurship process at compusoluciones, a technology wholesaler with almost 40 years of experience in the marketing of both software and hardware.
The case presents the dilemmas surrounding Rablo in three dimensions. For Rafael Flores, creator of the idea, the challenge was to design a commercial strategy for a potentially disruptive and scalable product. He believed he had clarity on the target segment, but based on the data in the case, it could be argued whether that was really the target segment or, rather, he had identified an initial market and the real target was still far from being determined. He also had doubts about the pricing strategy and the channels for distribution.
For those in charge of CompuSoluciones ventures, the challenge was to focus Rafael on the development of new AI solutions and to hire a new leader who could turn Rablo into an independent and successful business unit. But they wondered if Rablo could survive without Rafael at a time when the commercial strategy was still in its infancy.
For the CEO and the board of directors, the challenge was to position CompuSoluciones as the leader in Mexico in artificial intelligence.
