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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, clients 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 clients 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

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