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GO-TO-MARKET STRATEGY FOR A TELECOM PRODUCTS AND SERVICES COMPANY THE CHALLENGE The company is primarily

GO-TO-MARKET STRATEGY FOR A TELECOM PRODUCTS AND SERVICES COMPANY

THE CHALLENGE The company is primarily a research driven organisation with capabilities and infrastructure for a range of RF related services and products. It has roots in academia and would like to leverage its knowledge and reputation to address the RF market in India and overseas. The company required assistance from Valcon in defining their growth and go-to-market strategy.

The key considerations were:

• Market focus and sales strategy

• Services offering and product portfolio

• Organisation structure and development

• Technology strategy

• Investment plan to realise short and medium term goals

• Execution plan – short and medium term

THE SOLUTION The overall approach to the project followed an outside-in approach to identify the areas of opportunity and gaps that need to be addressed. The stages were:

• Market evaluation and opportunity analysis – evaluate the market potential various products and services of interest for the client based on primary (experts and customers) and secondary research

• Strategy formulation – develop the strategic alternatives to address the gaps in the market

Based on the evaluation of the strategic alternative the final recommendations provided insights to the client in the markets they should address and services that they should offer.

The project focused on three separate product/service areas:

• Measurement services

• Design and value engineering services

• Product/solution innovation

THE RESULT The outcomes of the evaluation of the individual tracks objectively highlighted the attractiveness of the offering and the capability of the organisation to address them. As part of the final recommendation, Valcon advised the client to not focus on product manufacturing in the short and medium term based on the competitive situation and the organisational competency in manufacturing.

At the business level a detailed plan was developed which consisted of the following:

Sector-wise offering map

• Sales and partnership strategy to enable greater market reach and IP development

• Organisational structure and build up with investment plans

• Execution roadmap – short and medium termActions items at a sector level

With the above insights, client’s strategy for India was defined with a clear vision and a well-defined road map for next two years. In addition to the above findings, Valcon also identified prospective partner/collaborator for client’s entry into India market.

ABOUT THE CLIENT The client is a business house in southern India with interest in textiles, real estate, education and telecom.

Its recent foray into technology business is in the form of a research-driven wireless design company, incubated out of 25 years of rich R&D experience in the field of RF/Microwaves.

The business is focussed on bringing to market cost effective innovation in RF technology across infrastructure and mobile devices.

CONNECT WITH US Krishnan Naganathan – CEO Mobile : +91-9791033967 Mail id : krn@valcon.in

Abhijeet Ranade – Executive Director Mobile : +91-9923203494 Mail id : abra@valcon.in

Mail id : krn@valcon.in Abhijeet Ranade – Executive Director Mobile : +91-9923203494 Mail id : abra@valcon.in