Entry strategy for Wipro technologies in satellite communications industry

Abstract

The market entry strategy for the Space Communications Practice of Wipro Technologies is the subject of this report. This report covers the various phases of strategy formulation that were employed to create the strategy for the practice for the year 2006-07. The project went through the phases of mission and goal identification, detailed analysis of market, customer segments, internal analysis and competitor analysis, strategic option determination and finally set the stage for detailed operational plans for sales, marketing, pre-sales and technology teams. Using a number of strategic management analysis and decision making templates, the project first started off by looking at strategy as a vision, the big picture in the mind of the leader and then went on to take a more analytical approach to determination of the feasibility of the vision. Finally it took on a positioning school approach to position Wipro's services in segments where it chose to compete. Throughout this report, you will find various frameworks being put to good use to analyse and prioritise options that are available to the practice. The essential findings/conclusions of this report are that the market is attractive for Wipro to enter into and in order to make an impact, the Space Communications Practice needs to have a focussed approach to services selling. The clear definition of service lines and their value to the customer, aligning the selling center to the buyer profiles/buying center and detailed listing of internal and external sales processes needed to make the vision a reality are some of the good take aways from this report. I also believe that this will be a good example for others to see how various strategy frameworks can be applied in practice in real strategy making.