A leading telecom service operator in the country had approached Tata Strategic to develop the channel strategy for targeting medium-sized enterprises.
The Tata Strategic team studied the medium enterprise market in India and analyzed global trends to identify products and solutions that could effectively address the business concerns of this segment.
The team analyzed the requirements of individual industry verticals for enterprise solutions to identify gaps in the client’s offerings. The team also looked at the current channel structure of the organization to understand the key addressable areas for the company. Learnings were drawn from international best practices to formulate a tiered channel structure for the client with one tier focusing on selling products and another on providing solutions and systems integration services.
The Impact
The exercise resulted in identification of feasible products and solutions that could be used for targeting medium enterprises. Tata Strategic’s analysis and recommendations helped the client in restructuring its existing channels and develop into an end to end enterprise solutions provider.
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