Go-To-Market Strategy helped a Mid-sized Telecom Company

Business Turnaround & Transformation

ORGANISATION:

Mid-sized Telecom Company

CHALLENGES:

The company was competing against large Indian as well as global players. The challenge was to sustain along with these giant players at the same time create presence in the market.

SOLUTIONS OFFERED:

Team Catalyst conducted a detailed research of the market, product capabilities and market segmentation, which gave great insights about % share of various markets for the product. Government including Railways and Defence had a market share of 42% which was the largest amongst all verticals. Government purchase process was only through tenders and rate contracts where the price played a major role once the product qualifies the primary requirements.

Based on the above, further research was conducted on the Rate Contracts from Central as well as State Government and get the product registered. These 2 steps resulted in major business for the organization and over a period of time the company started getting large wins. This resulted in good revenue for the organization and the company could start its marketing initiatives which gave a good visibility within the channel partners and eventually the company started getting business from other verticals as well.

BENEFITS:

Over a period, the company got a significant presence in the Government Sector, which is the largest in India. As the company could develop deeper engagements in this segment, the company introduced more products from international players in the same segment with almost zero marketing cost.