Business Case Studies & Business Publications

Vodafone Gujarat (B) : Reinforcing Comp...

Sehgal, Swati, Muk...

Case

Vodafone Gujarat (B) : Reinforcing Competencies

Sehgal, Swati; Mukherjee, Saral; Sharma, Sunil

IIMA-STR0455(B) | Published March 31, 2021 | 11 pages Case

Collection: Indian Institute of Management, Ahmedabad

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Learning Objectives

The case describes the growth trajectory of Vodafone Gujarat, one of the most successful circles of Vodafone India. Successive leaders of Vodafone Gujarat followed a highly entrepreneurial approach for building a market leadership position in urban and rural markets. The case provides a detailed description of how to execute growth strategies in the telecom sector, especially by designing a decentralized distribution structure, cementing first-mover advantage through trust, customizing products and services, and integrating with network rollout. The context of the rural market and bottom of pyramid customer segments makes this case relevant to other emerging economies.

Learn growth strategy for the telecom sector in an emerging market. Understand the role of corporate entrepreneurship in driving growth. Issue of trust in the bottom of the pyramid market.