Contemporary Strategy Analysis 10th

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Contemporary Strategy Analysis 10th Edition Grant Solutions Manual

CASE 1

Tough Mudder Inc.: The Business of Mud Runs

TEACHING NOTE

■ SYNOPSIS ■

Established in 2010 by Harvard MBA graduate, Will Dean, Tough Mudder was market leader in
organizing endurance obstacle races (“mud runs”). Dean’s challenge is to extend the popularity of mud
runs among a growing range of endurance sports and to reinforce for Tough Mudder initial competitive
advantage over its many rivals.

The case explores the formulation and implementation of an entrepreneurial strategy in an emerging
industry where there are few barriers to entry. The key issues this case addresses are:
 Where to position a new firm in an emerging industry;
 How to build a sustainable competitive advantage over rivals through exploiting early-mover
advantages;
 How to attract and deploy the resources and capabilities needed for the strategy to be effective.

■ TEACHING OBJECTIVES ■

The case is intended as an introductory case in the analysis of firm strategy. The learning outcomes are
the development of expertise in:
 The identification and articulation of a company’s strategy
 Understanding the role of strategy in a competitive market
 Positioning a new company’s product in relation both to established substitutes and direct
competitors
 Developing strategies to exploit early mover advantages in an industry with few entry barriers
 Choices over acquiring and deploying resources and capabilities in order to implement an
entrepreneurial strategy
 Identifying and addressing future competitive threats.

■ POSITION IN THE COURSE ■

Tough Mudder is a small, start-up company with an easily understood product offering. The case is
short, and most business students are likely to fall into Tough Mudder’s target customer demographic.
Hence, this case is a suitable launch pad for a strategy course.
© 2019 Robert M. Grant
www.contemporarystrategyanalysis.com 1

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 ■ ASSIGNMENT QUESTIONS ■
1. What is Tough Mudder’s strategy? In particular, how has Tough Mudder positioned its product
in relation to other endurance sports and direct competitors?
2. Assess Tough Mudder’s strategy in terms of its fit with its business environment—particularly in
relation to its customers’ needs and preferences and its competitors’ offerings and internal
resources/capabilities).
3. If Tough Mudder is to reinforce its leadership in the mud runs industry, what are the key
priorities that Will Dean should attend to?

■ READING ■

R. M. Grant, Contemporary Strategy Analysis (10th edn.), Wiley, 2019, Chapter 1.

■ CASE DISCUSSION AND ANALYSIS ■

What is Tough Mudder’s strategy?

This question typically elicits the story of Tough Mudder’s foundation and development. This provides
useful background, but at some point I intervene to ask: “But what is Tough Mudder’s strategy at the
time of the case?” (i.e. mid-2018). Here, I encourage the students to describe some of the key
attributes of Tough Mudder’s product and the functions which support it (operations, marketing, R&D,
etc.). This should elicit some of the following points:

Product Attributes:
• Toughness—endurance run with multiple challenging and fear-inducing obstacles
• Non-competitive: team event; untimed
• Option to by-pass individual obstacles
• Community—pledge, values

Marketing:
• Intensive use of social media
• Emphasis on warrior imagery and military associations (e.g. partnership with Wounded
Warrior)
• Customer engagement/market research

Operations:
• Meticulous event planning and operations management to ensure a quality experience

R&D:

© 2019 Robert M. Grant

www.contemporarystrategyanalysis.com 2
 • Continual development of new obstacles
Finance:
 Reliance on internal cash flows to fund growth. No venture capital finance. No plans for stock
market floatation

Growth strategy
• Rapid domestic and international expansion to pre-empt imitators and establish a standard.
Diversification to access additional sources of revenue: franchising its “Boot Camp” fitness
centers, seeking a wider TV audience for its events.

Some of the key elements of Tough Mudder’s strategy are evident in the company’s own depiction of
its positioning in the market for endurance sports (see Figure 1 of the case reproduced below).

However, the above is only a description of the elements of Tough Mudder’s strategy. The challenge in
describing the strategy of any organization is to synthesize the individual components into a coherent
statement of the organization’s positioning and direction—what Dick Rumelt calls “a guiding policy.”
At the core of Tough Mudder’s overall strategy is the experience it creates for its participants: its
emphasis on challenge, the overcoming of personal limitations, and its values of camaraderie. In
positioning itself as the antithesis of modern-day obsessions with comfort, safety, and passive
entertainment, it aims to create a social movement based upon tribal notions of social identity.

Assessing Tough Mudder’s Strategy

To explore the logic of Tough Mudder’s strategy, it is important to look at the two key players in Tough
Mudder’s external environment: customers and competitors. Inquiring into customer needs and
motivation and competition should elicit the factors shown in Figure 2 below.

© 2019 Robert M. Grant

www.contemporarystrategyanalysis.com 3
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this refers a line in Varro, Dictator ubi currum insedit vehitur usque ad
oppidum. Oppidum, according to Varro, is properly speaking the townwall
(also a town surrounded by walls in contradistinction to pagus and vicus).
[110] Festus, s. v. Præteriti Senatores, R. H. I. note 1163.—Germ. Ed.
[111] Cic. pro Cluent. c. 42. Ascon. in Orat. Tog. Cand. p. 84 Orell.
[112] The story of a bashaw of Aleppo is quite similar to that of Sp. Mælius.
In a great scarcity he summons the principal men, and makes every one of
them state the amount of all the corn which he had in store; then he rides to
the magazines, and on admeasurement finds double the quantity of what had
been written down from their statements; so he takes away the surplus, and
the scarcity is at an end.
[113] Labici, as it is generally spelled in the editions of Livy, is a mistake of
a copyist in the fourth or fifth century for Lavici, the reverse of which, Vola
instead of Bola, is frequently read in the old editions.
[114] The Etruscan town of Capena was perhaps as near Rome as Veii was,
though this cannot be decided, as the town disappeared at an early period.
Certain it is that it lay between Veii, Falerii, and the Tiber.
[115] Cf. on the other hand R. H. III. note 1034. I nevertheless did not wish
to suppress the passage given in the text from the year 182⁶⁄₇. According to
Arago, the winters in Tuscany are now less cold, and the summers less warm
than they were in olden times. (Berghaus Länder-und Völkerkunde, I. p.
248.)—Germ. Edit.
[116] This notice is from the lectures of 182⁸⁄₉, and is uniformly given by all
the MSS. In the year 182⁶⁄₇, N. said, the length of the emissarius is not
measured; it is stated to be one (Italian) mile and a half, 7,500 feet: in R. H.
II. p. 570, there are 6,000 feet. Abeken Mittel Italien, p. 179, says:—“The
subterraneous drain cuts the south-western banks of the lake to an extent of
nearly four thousand feet.” The statement of its length, as given in the text,
seems therefore to be founded on a mistake.—Germ. Edit.
[117] See the speech of Fabricius in Dionysius, p. 747. I. 43. Sylb. from the
Exc. de Leg.
[118] See R. H. III. note 485. Above p. 45.
[119] The southern mountains in Spain are connected with the African ones.
[120] In Lombardy, the battle fields of 1799 are very difficult to make out
since the direction of the roads has been changed. Near Lützen, near
Breitenfeld, and near Leuthen, the sites are also very hard to be recognised;
even near Prague and Collin, it is not easily done.
[121] A difficult passage in the Metamorphoses of Ovid, refers perhaps to
this war. It is stated in it that a heron had risen from the ruins of the city, after
its destruction by the barbarians. The latest commentators have, without any
just authority, tried to connect this destruction with the war of Hannibal. It
might apply to a Samnite campaign, in which Ardea was burnt down; as
Strabo, perhaps, would induce us to believe, when asserting, that the
Samnites had carried on their conquests as far as Ardea. Yet the Samnites
would scarcely have been called barbarians. Most likely there is here an
inversion of the tradition which we have just mentioned, that the Ardeates
under Camillus had defeated the Gauls.
[122] As an artist, by working in the presence of his pupil, improves his eye,
and thus gives him the best practice, so is it also in literary pursuits. He who
has studied for the whole of his life, certainly does a service to his hearers,
when he shows them how he has got on, and how also he has sometimes
gone back.
[123] Mirabeau said at Marseilles in the year 1789, that C. Gracchus had
called on heaven to requite the shedding of his blood, and that from this
blood Marius had sprung. But Gracchus was a pure-minded, guiltless man;
Marius, a tyrant.
[124] Συμφωνεῖται σχεδὸν ὑπὸ πάντων, says Dionysius; this σχεδὸν shows,
that all were not unanimous. I believe that the excellent Cincius had placed it
in a different year, perhaps Ol. 99, 1. or 2.
[125] The chronology is very unsettled here on account of the uncertain
change of the magistrates. It was not till after the Punic wars, that the consuls
entered regularly into office in spring; and it was only in the last years of the
republic that they did so on the first of January.
[126] I have, in the neighbourhood of Tivoli, still found vestiges of several
places of which nothing is generally known, and which may have been then
destroyed. These are square enclosures of walls on the tops of hills, without
any traces of surrounding ramparts. We may see from thence how small those
towns were, which lay scattered through Italy; they may have contained
about fifty houses each.
[127] Probably VII, 12. and VIII, 6. or 8.; yet it is alluded to in other places
besides.—Germ. Editor.
[128] The triumph on the Alban mount, which is first mentioned of Papirius
Maso after the Punic war, is generally looked upon as a discretionary act of
the generals, when they were refused a triumph in Rome; but it is
undoubtedly a reminiscence of the ancient custom. Formerly, the Latin
general triumphed on the Alban mount, as the Roman in Rome. When there
was now no more a Latin general, the imperator, as general of the allies, took
his triumph on the Alban mount, if it was denied him at Rome.
[129] Monte Sasso di Castro, above Mugello, is, according to a surmise of
the editor of the R. H. III, note 144, the name to which N. here alludes.
[130] By this remark the difficulty is obviated, which otherwise arises as to
how in an assembly wherein those only voted who happened to be present, it
could have been the majority of the votes which decided. Applying this to
Rome, how could the members of the Tribus Velina, the residence of which
was very far off, not have felt grievously prejudiced in comparison with
those of the Palatina? But all this is explained by the fact, that each tribe had
only one vote; so that in important discussions the distant ones sent their
most able men to town, and thus arose de facto a representative government.
[131] The war of the Samnites with the Sidicines shows, that the territory of
the Samnites at that time reached to the upper Liris, so that its limits are
drawn too narrowly by d’Anville.
[132] Campania is the district of the Campanians, that is to say, of the
inhabitants of Capua (Capani on coins). Campas instead of Campanus is met
with in Plautus.
[133] Niebuhr’s positions do not here agree with those in d’Anville.—
T .
[134] In his Roman history (III. 137.), Niebuhr pronounces much more
decidedly for the second view; but it is to be remarked that the same version
as that in this passage occurs already in the first edition (1812), whilst that,
given in our text, dates from the lectures of 182⁸⁄₉. The detailed account of
the battle (of the year 1826), on the other hand, still follows the version
adopted before, of which fact, in order to prevent mistakes, we here expressly
remind the reader.—Germ. Edit.
[135] VIII, 8. towards the end.—Germ. Edit.
[136] It is a common mistake of the moderns, that, when they hear of cornu
dextrum and sinistrum, they think of our system, and then suppose also a
main body in the centre (corps de bataille). Yet the Roman host consisted of
those two halves only (cornua). All the modern writers on tactics, with the
exception of Guischard, are mistaken in this respect.
[137] In one MS. only, there is instead of “in the field,” in campis Tincetanis;
but evidently as a subsequent filling up of a gap, which had been left whilst
taking the notes. It is therefore probable that Niebuhr quoted the expression
in campis Ferectanis, which occurs in Livy, without adding any further
remark.—Germ. Edit.
[138] Also Popinia, Festus, s. v. Pupinia tribus, p. 233. M.
[139] The Plautii preserved on their coins the memory of the conquest of
Privernum as the most glorious event of their family-history, R. H. III, 201.
L. Æmilius Mamercinus Privernas and C. Plautius Decianus triumphed over
the Privernates.—Germ. Edit.
[140] Liv. VIII. 37.
[141] Herennius, as it seems, was on the whole considered as a model of
wisdom among the Samnites. According to a passage in Cicero De Senectute,
he occurs as a speaking personage together with Archytas in a philosophical
dialogue of a Pythagorean: a remarkable proof how intimately those Italiote
towns were connected with the Sabellian peoples, and how far they were
from looking upon them as barbarians. They had a great contempt for the
Ὀπικοί, and may therefore have made a broad distinction between them and
the Samnites. This intercourse with the Greeks accounts for Numa, the
fountain head of Sabellian wisdom, having been imagined to have been a
Pythagorean. This is a truly Sabine tradition. They went so far in their
friendly connection, that the Greeks affected to consider the Samnites as a
Spartan colony.
[142] In the lectures of 1826-7, Niebuhr places the end of the first period
before the disaster of Caudium, so that the second period is the brilliant one
of the Samnites.—Germ. Ed.
[143] They consequently were not annihilated, as Zonaras has it.
[144] This is probably the passage from Dionysius, Mai Excerpt XVI, 6
quoted in R. H. III, p. 415. note 604.—Germ. Edit.
[145] See R. H. III, p. 323.—Germ. Edit.
[146] Reading Ὀμβρίκων instead of ὁμόρων. R. H. III, p. 330, note 438.—
Germ. Edit.
[147] In the lectures of 1826-7 N. still mentioned here the battle on the lake
of Vadimo, which afterwards he probably rejected, as may be inferred from
R. H. III. 332.—Germ. Edit.
[148] See above, p. 152.
[149] Not Clusium, as Livy has it, for this was called in the language of the
Umbrians Camers. Polybius has the correct name, and a mere comparison,
based on the nature of the locality, might show us that Clusium is out of
question.
[150] During the revolutionary wars I had so fully entered into the manner of
the different generals, that, in very important cases, I foretold how, for
instance, Napoleon would act. People would not believe in my predictions;
yet they were generally fulfilled.
[151] For the arguments for this opinion see R. H. III, p. 431, note 647.—G.
Ed.
[152] We always follow here the chronology of Cato; in Varro and in the
Capitoline Fasti whole years are interpolated. This difference is founded
upon a monstrous mistake, which Varro makes in the period between the
conquest of Rome by the Gauls and the Licinian law. That conquest is dated
by him three years earlier than it is in any of the other accounts: from the
building of the city to the Gallic invasion, Varro and Cato agree with one
another. Varro’s mode of reckoning tallies with the Greek one, and therefore
it is sometimes used for synchronistical purposes. But there is not one among
the ancient historians who makes use of these patch works: Polybius,
especially, follows the era of Cato, which is also to be preferred on this
account, that it may always be shown with certainty why Cato has reckoned
in such or such a manner. A perfectly satisfactory Roman chronology is an
impossibility: it was only in the first Punic war that the beginning of the year
first remained fixed.
[153] See above, p. 501.
[154] Reprinted in the Kleine historische und philologische Schriften. Vol. II.
p. 241-256.—G. Ed.
[155] “The benefit of the assignation of land was brought about at a period,
when the people was sorely in want of its domestic circumstances being
bettered, but too late for it to have been granted.” R. H. III, p. 488.
[156] There is evidently, by some mistake, the Lex Publilia mentioned
instead of the Lex Valeria Horatia; as the former merely referred to
administrative measures, whilst the latter was still the only valid form for
actual laws. See above, p. 321.—G. Ed.
[157] To C. Fabricius.
 [158] This dignity must have been abolished before the Punic war, between
471 and 489.
[159] One is not to imagine, that the whole of the phalanx, sixteen thousand
men, stood always in one compact mass sixteen files deep; but the
Macedonians advanced by smaller divisions of about four hundred and
twenty, as is done in most cases even now. These were able to move, and to
find spaces to pass through, which was impossible for the great phalanx,
when it had closed its ranks. This closing in was the resource of the last
moment, and then this mass was impenetrable.
[160] We may see from this, what may be done by determination; as it was
such an excellent cavalry, and so vastly superior in numbers.

J. OGDEN AND CO., PRINTERS, 172, ST. JOHN STREET, E.C.

 Transcriber’s Notes
Obvious typographical errors have been silently corrected. Variations in hyphenation
and accents have been standardised but all other spelling and punctuation remains
unchanged.
On page 535, the heading has been changed from "WAR WITH THE SAMNITES" to
"WAR WITH THE SABINES" to match the table of contents and actual content of the
section.
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