Digitalization | Luiss Business School

30 Ottobre 2025

Amplifon in the US: A Story of Customer-Centric International Growth

Autori: Antonio Majocchi, Alessandro Zattoni Abstract: Amplifon is a multinational corporation, headquartered in Milan, that operates in the retail hearing aids sector. The company has an extensive network of shops, and it specializes in customizing and fitting hearing aids and in distributing an extensive range of accessories to solve problems related to the loss of hearing. Since 2001, Amplifon has been listed on the Italian Stock Exchange. It joined the STAR segment in 2008, the FTSE-MIB Index in 2018, the Stoxx Europe 600 in 2019, and the MSCI Global Standard index in 2020. Amplifon is expected to have close to €2 billion in sales in 2021. It operates in 27 countries, and it has around 18,000 employees in a network of 11,500 points of sale. Amplifon competes in the hearing aid retail market, an industry that is highly fragmented at the global level. Amplifon is the global leader, with almost twice the market share of its largest competitor, but its worldwide share is just over 11%. The major players in the industry compete fiercely to lead the consolidation of the space. The sector is undergoing rapid development, thanks in part to the modernization impulse given by Amplifon in recent years. Hearing devices are highly technological products with continuous innovation, and distribution models are now experimenting with digitalization opportunities. Moreover, renewed interest in consumer hearing devices like Apple AirPods is bringing new products and technologies to market. The challenges facing competitors are diverse and complex. The market that best exemplifies the size and the depth of the challenges in the US market where Amplifon has been present since the early 1990s. Giulio Pizzini (Chief Strategy & Business Development Officer at Amplifon) explained the company’s challenges in the US market: “In the US we are the leader in the premium market, but we want to further increase our market share and consolidate our competitive position. Leadership in the US is fundamental not only because it is the largest retail market, covering around 40% of the world market, but also because this is the most innovative market where new technologies and innovation in retail tend to emerge first.” Download Case Study Richiesta Teaching Notes

Case Studies

30 Ottobre 2025

Innovation and Transformation in Italy’s State General Accounting Department

Autori: Giulia Peruzzi, Paolo Spagnoletti. Abstract: In recent years, Italy’s Ragioneria Generale dello Stato (RGS) - the State General Accounting Department - has faced significant pressure to modernize and standardize its operational processes. As a key institution within the Italian Public Administration (PA), RGS is responsible for overseeing the financial transactions of the government, ensuring fiscal compliance, and providing vital support to both Parliament and government agencies. Given these responsibilities, innovation and digital transformation are no longer optional,but essential for operational efficiency and sustainability. In response to these challenges, RGS launched the i-lab Program, a groundbreaking initiative designed to foster innovation through experimentation, collaboration, and co-Design. The program was spearheaded by the Ispettorato Generale per l’informatica e l’innovazione tecnologica (IGIT), the General Inspectorate for Information Technology and Technological Innovation within RGS, which aimed to drive digital and organizational transformation across Italy’s public institutions. This teaching case explores how the i-lab Program initiated long-term structural change within RGS, emphasizing the cultural and operational impacts of innovation in Public Administration. Through the dual lens of a public entity and a complex organization, this case study highlights key lessons from the i-lab journey that are relevant to any organization, public or private, seeking to foster innovation. Download Case Study Richiedi Teaching Notes

Case Studies

30 Ottobre 2025

Reimagining Mobility: ASPI’s Data-Driven Approach to Organizational Agility

Autori: Paolo Boccardelli, Chiara Bartoli, Lorenza Gerardi, Stefano Coiro Abstract: In recent years, Autostrade per l’Italia, one of Europe’s leading concessionaires in the construction and management of toll motorways, has undergone significant transformations. The global macro-trends of the “twin transition” – namely digitalization and sustainability – have gained momentum in reshaping the industrial landscape, while the reconfiguration of organizational and mobility market dynamics, accelerated by the long-term impacts of the COVID-19 pandemic, has imposed new challenges. This has been compounded by escalating geopolitical tensions and the volatility of the energy market. In this complex and rapidly changing context, Autostrade per l’Italia has embarked on a profound organizational transformation. Driven by a complete overhaul of its operational and strategic procedures, the company has placed people and data at the center of its model, seeking to respond to new external transformations with a new organizational structure that fosters business agility. In this case study, we retrace the history of Autostrade per l’Italia and the current market context, highlighting its key drivers of change. Finally, this analysis explores the core pillars of Autostrade’s organizational transformation by investigating its strategic shifts. Download Case Study Richiedi Teaching Notes

Case Studies

30 Ottobre 2025

The Platformization of Banking: The Case of Flowe

Autori: Cristina Alaimo, Jannis Kallinikos, Francesco Sannino Abstract: Over the last few decades, digitalization has revolutionized most walks of living, including the ways we shop and pay. The diffusion of mobile devices along with the increasing sophistication of digital technologies and the advent of platforms as widespread organizational arrangements of the digital era have established the conditions for the disruption of entire industries. In what follows, we report a case that shows the digital transformation which the financial service industry is undergoing. Flowe is an Italian innovative startup owned by Banco Mediolanum Spa. Founded in 2020, Flowe counts more than 670k users and 50 partners, a substantial record achieved in a short time frame and amidst a global pandemic. Flowe is an open banking platform and a for-profit company which operations are closely associated with the pursuit of social and sustainable goals. The company can provide for payment services and issue loans in compliance with applicable laws and regulations. However, the company does much more than that. It brings the philosophy of openness, innovation, and sustainability to the banking sector and complements traditional banking operations with a mix of new service offerings, educational aims, gamified experiences, and traditional service provision. Download Case Study Richiesta Teaching Notes

Case Studies