Making it Big in the World of Sales

Making it Big in the World of Sales

The most beautiful thing about learning is that, “Nobody can take it away from you and that it is a constant ongoing process, not bound or restricted by the four walls of a classroom”. Curiosity and observation are the drivers of this incredible process of learning. This was the crux of the guest lecture delivered at Great Lakes Institute of Management, Gurgaon, on 31st August, 2019. Our beloved Jaguars were as always invigorated by the opportunity to learn more, as Ms. Aayushi Singh, National Key Accounts Manager (Modern Trade) – Hector Beverages, and Mr. Deepak Pandey, with more than 10-years of experience with Nestlé took the stage. With a razor-sharp agenda in mind, Ms. Aayushi and Mr. Deepak addressed the Jaguars to intimate and educate them about the intricacies of the adrenaline-rush filled field of “Sales”. They dived deep into the workings and career opportunities within this field.

Ms. Aayushi Singh, handles Business for the following Modern Trade Chains – Walmart, Future Group, Easy Day, Vishal Mega Mart, DMart, ABRL, Reliance Retail, Spencer’s, GPIL and Tesco (Star Bazaar) in Hector Beverages. She has worked as a brand manager with Paper Boat as well. She is an MBA graduate from FORE School of Management.

Ms. Aayushi Singh from Hector Beverages addresses the PGDM Students at Great Lakes Institute of Management, Gurgaon, on how to make it big in the Sales domain.

Mr. Deepak Pandey, carries expertise in Digital Transformation of Energy Management and Automation in Homes, Buildings, Data Centers, Infrastructure and Industries. He has also worked in Nestlé for over 11 years in various profiles like Sales Officer, Sales Executive, Sr. Area Manager and Senior Key Account Manager. He is an MBA graduate from IIFT, New Delhi.

Mr. Deepak Pandey from Schneider Electric addresses the PGDM Students at Great Lakes Institute of Management, Gurgaon, on how to make it big in the Sales domain.

Mr. Deepak kicked off a session of learning with his experience with Nestlé and explaining the importance of sales as a career option by citing examples of Suresh Narayanan – Chairman & Managing Director, Nestlé India. He used numerous examples to drive home the importance of accepting the company you work for and how passion comes into picture. He then dedicated a lot of time to explain B2B and B2C sales, revealing the spider’s web and attempting to clear these two terms for our “Primed for Placements”, Jaguars. The reaction that followed was evidence enough to say, “Mission Accomplished”. He, then moved on to Sales Automation, where he explained how Sales Automation is the upcoming field for all the techies interested in sales. He explained how Sales Automation is vital for the companies and how costs are taken care of along with the advancement of technology. He strongly emphasized the importance of visibility in the sales process which can be achieved through Sales Automation. By touching upon the road ahead for sales he passed the mic over to Ms. Aayushi.

Ms. Aayushi, an extremely energetic, driven and passionate individual, was extremely relatable to the Jaguars as she had very recently begun her own journey in Sales and thus, she tried keeping the topic general, simple and yet quite insightful. Extracting a round of laughter from the crowd, Ms. Aayushi started off with a question, “How many of us are actually interested in Sales?” She went on to explain the qualities companies look for in a candidate seeking a career in Sales. She explained different challenges faced by her as she was a woman in a man’s world, choosing sales as her career. Everyone right from her family to her friends and colleagues tried to talk her out of this idea, but she came out on top and “sold” her ideas to them using her negotiation skills and thus proving she is well equipped for the same. She stressed upon how sales, the ultimate reason for the existence of a company is important and even people working in other domains should understand it as Sales is the only department that has multiple touch points to the end customer and this helps in developing strategies. She elaborated how sales as a career has changed her way of thinking and shaped her personal life for the better. Ending her talk with two of her go-to motivational videos, she opened the session for questions from the audience. A barrage of questions and answers followed, post which the Jaguars thanked the guests for their guidance, insights and their valuable time.

Written by:

Ms. Jaswinder Kaur, PGDM and Mr. Indrajeet Vadgama, PGDM Class of 2020 “Jaguars”

Great Lakes Institute of Management, Gurgaon

Data Analytics v/s Biased Decision Making – Deloitte on Campus

Data Analytics v/s Biased Decision Making – Deloitte on Campus

“Data is the new oil”, is what Clive Humby said in 2006 and that is what we at Great Lakes Institute of Management, Gurgaon, believe. Seeking an opportunity to give our beloved Jaguars, the PGDM class of 2018-20, direct exposure to the Data Analytics industry and the possible roles they can play in it, we played host to Mr. Abhimanyu Dasgupta, Head of Science Based Services, Deloitte Analytics & Cognitive and Mr. Samidh Chatterjee Manager in the Applied AI group in Deloitte India (Offices of the US).

Mr. Abhimanyu Dasgupta, specializes in the design, development and deployment of data science algorithms across Insurance and various other sectors globally. He began his journey with Deloitte 13 years ago and has led engagement teams in driving end-to-end data science solutions for leading firms. He has contributed to several industries and data science forums through his points of view, speaking engagements, articles and patents.  He is recognized as one of India’s top 10 data scientists by Analytics India Magazine, 2016.

Mr. Abhimanyu Dasgupta from Deloitte addressing the PGDM Students at Great Lakes Institute of Management, Gurgaon.

Mr. Samidh Chatterjee, Manager in the Applied Artificial Intelligence group in Deloitte US-India office at Gurgaon. Mr. Samidh leads the technical team in client projects, and is also one of the mentors in the team for junior as well as senior level folks. Before joining Deloitte, Mr. Samidh used to work for HERE Technologies at their R&D office in Mumbai. Prior to HERE, Samidh was based out of the US and Europe where he worked for Xerox Research as well as in algorithmic trading industry followed by multiple start-ups in the field of location analytics, digital marketing and digital advertisement. He has a Doctor of Philosophy (Ph.D.), Computer Science (Experimental Algorithms & Computational Geometry) from Florida State University.

Mr. Samidh Chatterjee from Deloitte addressing the PGDM students at Great Lakes Institute of Management, Gurgaon.

The excitement in the room was tangible after the guests were introduced, as the Jaguars realised they were being addressed by two of the top Data Analysts in the country. Over the next hour, our guests enthralled our Jaguars by helping them understand the need of analytics, how it is being used in consulting industry with some real-life implementation examples and finally by explaining the roles aspiring data analysts can play in this industry.

Mr. Abhimanyu started the session with the question, “What is Analytics?”  for the clique. He then went on to ask the crowd to guess the population of San Francisco given that the population of New York is something around 8.5 million. Our Jaguars understood the possibility of a catch, to which Mr. Abhimanyu said, “Humans are heavily biased in their decision making. So, we need analytics to get actionable insights from data and take decisions without any bias. Data science is a business revolution and in turn changing the way we live, work and enjoy our lives”.

“It’s not to say equations can do a better job than experts, it’s about them (equation and experts) working together, proving to be more powerful than just one of them in isolation” stated Mr Abhimanyu. Connecting with the young audience with references from the movie Moneyball, Mr. Abhimanyu tried to drive home the above point. Election campaigns, identifying diseases using analytics and helping doctors in diagnosis and treatment were some of the other examples, all of which supported the fact that data analytics is a tool just like many others and it is about how the tool is used to achieve desired goals. He also explained the concept of General AI, Narrow AI, Cognitive Analytics, Intelligent Automation and RPA, stating that humans right now are somewhere in between the Narrow AI and Cognitive Analytics, General AI being one that is comparable to Skynet from the famous Terminator movies.

Bringing a real-life example to the table, Mr. Samidh explained one of his implementations of analytics for a large telecom provider in US. The project basically aimed at augmenting human supervision with analytics. He also touched upon the biggest challenge chat-bots face, the one where they lack the emotional quotient required to hold meaningful conversations with human beings. Another real-life analytics example shared was identifying the purity of oil by extracting information in real time from the acoustic signals generated during the extraction of oil. This is where the Jaguars’ minds were blown by the amazingly intuitive way of judging the purity of oil by analyzing the sound it makes in a pipe while being pumped out of the ground, practically reducing the time taken to confirm the purity of Oil from several weeks to instantaneous.

To conclude the lecture, our guests drew a clear picture of the skills needed to become a data scientist of tomorrow. Mr. Abhimanyu highlighted that to become a Data analyst the three basic skills required are Statistical/Quantitative knowledge, Coding, and Business Understanding.

The floor was then opened to questions and discussions flowed from the implementation problems of cognitive analytics, business consulting to the coming age of analytics. The audience was awed by the depth of the session and by the presence of a stalwart of Indian analytics zeal. Indeed, a truly remarkable afternoon to remember.

Written by:

Indrajeet Vadgama & Emmanuel Swain, PGDM Class of 2020 “Jaguars”

Great Lakes Institute of Management, Gurgaon

Marketing – A Science or an Art? Deep Insights by Mr. Julius Augustine: Vice President, Kantar

Marketing – A Science or an Art? Deep Insights by Mr. Julius Augustine: Vice President, Kantar

Great Lakes Institute of Management leaves no stone unturned in ensuring that students are not only introduced academic concepts, but also real world scenarios at a very early stage. They get the opportunity to meet achievers who have contributed to the industry at large and learn a great deal from them. The Spartans – the PGPM Batch at Great Lakes, Gurgaon, this year – had the privilege of interacting with Mr. Julius Augustine, the Vice President of Kantar. Mr. Augustine was here with a platter of marketing concepts and the students were all set to gain a broader picture of their theoretical learning.

Mr. Julius started off his career as a Senior Research Executive at Mudra Communications where he performed customized research for brands such as Rasna, HLL, P&G, and Reliance Industries. He then joined ORG-MARG (now AC Nielsen) and spearheaded the Client Servicing portfolio for Media clients.  He has also served as the Associate Vice President for Hansa Research Group wherein, he was responsible for Business Development and Client Servicing. He then served as the Associate Director & Country Manager for Acorn Marketing & Research Consultants in Kuala Lumpur. Mr Julius has serviced clients such as Aditya Birla Sun Life Insurance, ICICI Bank, Reliance Communications, Fame Adlabs, Piaggio, etc. Presently, Mr. Augustine is heading the Coca-Cola India and Havells accounts at Kantar, working towards Brand Communication, and Creative & Media Consulting.

The session was extensively insightful for the upcoming Management Professionals, as it was fascinating to walk through topics such as Market Safety, Market Research, Segmentation, Micro-Management, Customer Retention, and Branding. What made the session more engaging was hearing about his experiences with organizations such as Coca-Cola, Swiggy, Amazon, and other high performing organizations.

Mr. Augustine took the students through the age-old debate of marketing being an art or science, while we drew parallels of marketing with religion as leveraged by marketers, and how segmentation of groups for market development is prevalent within the demographics of India. To quote Mr. Augustine, “Marketing is the antithesis of Religion, you need to desire religion and hence you need to market religion.”

While addressing the importance of good advertisements that please masses in general, he made sure the students learnt to appreciate the aesthetics of acceptability – the underlying art of marketing. He explained how, during the content creation for an advertisement, facial detectors track reactions of the people to whom the content is being showcased. He displayed and described the example of the latest Coca-Cola advertisement, emphasizing on how the first draft of any advertisement is decided by the face value of recognizable people, along with brand recognition. He gave the students the real world picture of Branding, and the underlying Market Research and Psychology behind branding a product.

He addressed a lot of questions from the students as well, especially on topics such as Market Expansion, Market Growth, and Market Intelligence. What made this part the most impactful was the fact that he shared and linked these to all his experiences pertaining to each of the wide sectors and companies he has been associated with. The students were left awestruck by his humility despite being an industry leader, motivator, and an inspiration.

He ended the session by stating “Be a researcher and never be bored,” and every Spartan could resonate with his words.

Compiled by Devyani Sormare, Somil Tyagi and Sunrita Sarkar

PGPM 2020 “Spartans”

Great Lakes Institute of Management, Gurgaon.

Understanding Analytics and Data Science in the IT Consulting Landscape


Mr. Arindam Mukhopadhyay,
Vice President & Global Head of Consulting COE, Gartner

Studying at Great lakes, Gurgaon brings unique experiences for Jaguars every day. Adding further to our enriching experience, we recently had a very exciting session with the Team Gartner. The speakers including Mr. Arindam Mukhopadhyay, VP & Global Head of Consulting COE, Mr. Sushant Mondal , Sr. Consultant and Mr. Ravi Anand, Campus Recruiter explained the topic and also spoke on  how Gartner functions for providing consultation to the IT Companies.

Beginning the session, a student introduced our guests to the audience stating their achievements, which left us Great Lakers in awe. Excited at the opportunity to learn from the best, the students welcomed our guests with a huge round of applause. Kicking off the talk for the day, Mr. Ravi gave a brief outline of the talk. He then handed over the mic to Mr. Arindam who introduced the students to Gartner and the ideals and ethics the company was built around. He then elaborated upon the various industries that Gartner provided its consulting to, customer service and support, finance, marketing and sales, research and development, etc. being a few of them. The consulting prowess of Gartner was made clear and it was welcomed as such by the eager audience.

“Trusted insights, strategic advice and practical solutions, is what Gartner offers its clientele.”, said Mr. Arindam. “Who do we serve? And “What do we do?” were the questions that flashed on the projector screen, the answers to which were extensive and exhaustive in nature. Leaving no bits out, Mr. Arindam helped create a mental image about Gartner, about what they do and how they go about doing it and finally he addressed what being an employee at Gartner entails. With this he ended his talk and called upon Mr. Sushant to take over the talk.

Mr. Sushant Mondal,
Senior Consultant, Gartner

Mr. Sushant,senior consultant at Gartner immediately won over the crowd with his smiling face and sweet demeanour. He began his part of the lecture with a question,“What is AI?”, to which he got numerous answers from the informed crowd. Welcoming all the responses, he added “The bare bones definition of AI could be,automation of something that a human can do.” The talk then briefly ventured into what AI can be in the future and how and when it will surpass the intelligence of humans. Coming back to the present, our jolly guest explained to the students the hows’ and whats’ of data. “Data is generated in huge amounts but the inferences that can and should come through the data are absent. This is where Gartner comes in. We analyse the data, provide actionable insights to the clients and help solve their business problems”, said Mr. Sushant. Adding to it he continued, “Most consultants end their work here, but at Gartner we also help with the execution of these strategies if the company desires it.”

Moving forward, Mr. Sushant gave intricate details about the processes that are followed by Gartner to provide the best possible consultation to their clientele. He then gave a few real-life examples of how Gartner had helped companies from different industries like healthcare, pension fund and manufacturing. An impromptu case was presented to the students from them to work upon in a way similar to how Gartner would, the solutions to which were then discussed.

This was indeed an extremely informative and detailed lecture by Gartner, the likes of which our Jaguars had not experienced. We are thankful to Gartner for dedicating their resources for our students, who left the auditorium which was beaming with gratitude.

Authored by Indrajeet Vadgama, PGDM ’20, Great Lakes Institute of Management, Gurgaon

Analytics and Artificial Intelligence: An enlightening session with Mr. Jaidev Deshpande

GREAT LAKES GUEST LECTURE SERIES

Mr. Jaidev Deshpande

Senior Data Scientist, Gramener

Picture this, you’ve just had a scrumptious meal and you’re now back at your desk. The mirage of a soft bed and a warm pillow invites you to indulge in a little afternoon siesta. Your eyes feel heavy already. But if you’re a Great Laker, it would rather be a different story altogether. The ever-energetic Jaguars (and Aztecs) of Great Lakes Institute of Management, Gurgaon, had suited-up and gathered in the auditorium for an interesting take at Analytics and Artificial Intelligence by Mr. Jaidev Deshpande, Senior Data Scientist, Gramener, orgainzed at the campus recently. Taking the eager and curious students on a journey, our storyteller opened the talk with a brief introduction of what data analytics entails. He started off by displaying a beautiful image of ice-capped mountain ranges and asked the students to find out what’s wrong about the picture. A light murmur rang throughout the room as the students put their grey-matter to use, one of the attendees was able to identify that the peaks were extraordinarily pointed. Impressed, Mr. Jaidev said, “You are correct, the mountains are superimposed on a graph, of the US 2008 Recession to be precise.”

Moving on, he took the students on a virtual tour of the work he and his team had performed and the pinnacles they had achieved over time. He won over the enthusiastic students with the mind-boggling inferences and patterns that can come out of the data. “Nothing is random”, as Mr. Jaidev would like to state, is quite true in a practical sense. In order to drive his point home, he had a few students come up to the podium and arrange themselves randomly. Well, randomness was just an illusion, as the students were smitten when he explained that even that randomness had a pattern, which manifested itself on close observation.

The next part of his talk emphasised on knowing how to think, in terms of System 1 and System 2 thinking. Establishing references to the seminal work, “Thinking, Fast and Slow” by Daniel Kahneman, Mr. Jaidev explained the concept of “Availability Heuristic” through real life examples from his own personal and professional life. He further explained the significant hindrance that biases can have on the pattern recognition in data. Again, to illustrate his point, Mr. Jaidev engaged the students in identifying patterns in certain charts and data visualizations. His hypothesis was immediately confirmed and he concluded saying, “As soon as you see data, you try and find patterns in it. But these patterns are biased and you miss out on the bigger picture.”

Mr. Jaidev delivered a truly eye-opening and awe-inspiring perspective to analytics. The session went beyond just a classroom session and compelled the students to consider the infinite possibilities which they had not fathomed so far. Great Lakes Institute of Management, Gurgaon expresses its heartfelt gratitude to Mr. Jaidev for taking his time out and enlightening the curious Great Lakers with lessons that will last for a lifetime.

Author :
Indrajeet Vadgama, PGDM ’20, Great Lakes Institute of Management, Gurgaon

Establishing a Profitable Start-up

GREAT LAKES GUEST LECTURE SERIES – Mr APOORV JAIN

VICE PRESIDENT – BUSINESS, URBANCLAP

28th August 2018

“India ranks third amongst the global start-up ecosystem with more than 4,200 new-age companies. We are living in the age of start-ups and the reason behind this is that the youth today has the potential to innovate and the passion of being able to shape their own destiny.” Says Mr Apoorv Jain, VP – Business, UrbanClap, while interacting with Great Lakers.

Mr Apoorv Jain | Vice President Business | UrbanClap

Mr Apoorv Jain: Mr Jain possesses close to 7 years of experience in helping build start-ups both across India and abroad. In his previous work experience, he had worked with brands like Rocket Internet and OfficeYes.com in Operations leadership and P&L leadership roles and served Lazada as Vice President. He has also previously launched Witcraft Marketing Private Limited.

While interacting with Great Lakers, Mr Jain answered some of the most vital questions, aspiring entrepreneurs must ask themselves before embarking upon their entrepreneurial journey.

  1. Why Entrepreneurship?

Mr Jain started the discussion by addressing the most important question – why do people want to become an entrepreneur? “Let’s face it! One of the major motivations for anyone to become a businessman is Money. Maybe not every entrepreneur is in it solely for the financial aspect but finances are a necessary evil.” He added, “Some of you might be in it for the purpose of being in control of your own destiny, but whatever the motivation is, the key is to write down the goal in specific and measurable terms. Goals are always more effective by putting a number on them which can be measured.”

He went on to talk about how budding entrepreneurs are the ones who find themselves leading and not following. Every entrepreneur feels the need to solve a problem and create an impact. The passion with which they drive the solution is what determines the success of the startup. Moving on with examples of successful start-ups, Mr Apoorv explained the 1 by 100 rule, that is, nine out of ten start-ups fail within the first five years of their inception. Out of 100 startups that come into existence, only one makes it to the big picture. “Every day is a success or a failure in the life of an entrepreneur. Intrinsically, not every day in your company can be a success. It is on the days of failure that you need to remind yourself of your goals and missions and stick to them.”

  1. What is the Right Mix of Ingredients for a Perfect Start-up Recipe?

Mr Jain stated that there are a lot of “whats”, “hows”, “whens” and “ifs” that need to be answered before launching an enterprise. If you are an accomplished marketer or a salesperson, you can help the business reach great heights in lesser time. It is beneficial to have a skilled pool of resources within the company, starting with the founding team. Not all successful entrepreneurs have experiences in all business domains, but most of them are true leaders and are passionate about their idea, and that is all that is required.

Another major deciding factor is the investment. Needless to say, this is the tricky part of the journey. To appeal to the investors, you need to sell your idea and to do so you need to believe in your solution to the problem identified. Last but not the least, market trends are vital in deciding the time of the launch. So, one needs to keep following them with an eagle eye.

  1. How to finalize on the idea?

Mr Apoorv answered this question by explaining UrbanClap’s business idea and how it has been able to come up with something that brought a significant change in the way consumers use services and products. He explained, “The start-up should be focused on solving consumers’ problems in an innovative manner. For an entrepreneur to identify a consumer’s problem and solve it, it is necessary to first realize that problem themselves. Either you have experienced the problem in your own life or have seen it in the lives of those around.”

He added, “To act on these ideas and make a decision, you will need to carry out an extensive market research. This helps in understanding the sustainability and longevity of your idea. The millennial generation is growing at an unbelievable pace and the business idea needs to be aligned with the fast-changing technology to stay relevant.”

  1. The Founding Team

“Quality of the founding team is directly proportional to the success and growth of the business. In most cases, the relentless pursuit of the co-founders is what derives the success of a company. There are two categories of people who entrepreneurs choose from, first, the ones they believe are essential for the success of the startup, accounting to their excellent skills and talents and second, the ones without whom they don’t want to continue on their journey of success.”

Mr Jain concluded the interaction on the note that the consumer should always be at the centre of every decision and primary research is very important to ensure customer centricity. Primary research helps in understanding the gaps in the market and in determining the market size. It can also act as an initial motivator to enter into a certain market.

Author: Anindita Srivastava

PGPM, Class of 2019, Great Lakes, Gurgaon

Telecommunication – Enabling the Fourth Industrial Revolution

GREAT LAKES GUEST LECTURE SERIES – Mr SUNIL SAYAL

CFO REGION INDIA, NOKIA SOLUTIONS & NETWORKS

10th September 2018: Nokia, a brand that has a special place in all our hearts. Growing up, there hardly was any kid or adult in the 90s who didn’t own a Nokia. So, both the Ninjas (PGPM) and the Aztecs (PGDM) 2019 batches were supercharged to welcome Mr Sunil Sayal, CFO Region India, Nokia Solutions and Networks. Mr Sayal took the time out to share his immense experience of the telecom industry and talk about the ongoing fourth industrial revolution.

Mr Sunil Sayal | CFO Region India | Nokia Solutions and Networks

Mr Sayal is a finance professional with close to three decades of experience across both MNCs and Indian Corporate houses. He is a member of ICAI and ICSI and holds commerce and law degrees from Delhi University. He has been working in the Telecommunication Industry for the past two decades with Ericsson in the past & currently with Nokia Solutions and Networks and has witnessed its evolution in India since its infancy to the present era.

Mr Sayal started his talk with the history of past industrial revolutions. Steam engine powered industries and rail-roads had sparked the first industrial revolution, followed by the second revolution energized by electricity. The third spurt of massive productivity gains was triggered by development and advancements in the domain of computing and web-based internet. Mr Sayal believes that the fourth industrial revolution would be empowered by the explosion in digital information, Internet of Things (IoT) and Artificial Intelligence, with telecom being its biggest enabler.

He discussed the growth of the telecom industry starting from Analog Voice to current 4G making telecom industry an integral part of everyone’s life. A life without a 4G connection is now not imaginable. Mr Sayal shared interesting facts regarding the contribution of the Telecommunication industry towards the development of India. Having 1146 million subscribers, telecom industry contributes to 6.5% of GDP and has generated over 4 million jobs besides attracting big scale FDI. India and China are currently the #1 consumers in global data traffic. In his words, “We sit on the cusp of a revolution in information”, and the numbers are a definite proof of his statement.

How has Airtel managed to be the #1 company?

Mr Sayal highlighted the factors behind Airtel’s immense success in India. Airtel has been the leader in the telecom industry since its inception and has always enjoyed the biggest pie in the market share. Innovation is one of the biggest factors behind Airtel’s success. To quote him, “Either you innovate or you die out”, and this seems to be the motivation behind Airtel’s mission. Airtel, which had the first mover advantage, capitalized on the opportunities it got and never failed to take the lead in bringing technological changes in its services and quality rather than following the competition. While the strategy of adopting pay-by-capacity and network outsourcing to companies like Nokia and Ericsson has given them the competitive edge in improving the quality and services, having a brilliant brand connect has helped them in establishing the link with high revenue customers.

Why weren’t Vodafone and Idea able to challenge Airtel’s reign?

The two companies which recently merged to become the biggest player in the telecom industry bringing further consolidation in the industry have historically been the second and third biggest companies in the market. The guest discussed the gaps which kind of prevented these two great companies with extremely renowned parentage from challenging Airtel’s reign. Vodafone, which brilliantly established brand connect with its unique advertisements, fell short of providing a better alternative to Airtel’s services. While getting involved in the taxation dispute hurt the company during its early days, being a global company, it was perhaps not so successful when it comes to thinking and executing with local considerations in mind. Idea, too, lagged in establishing a concrete strategy to outsource or insource their networks and were not in a dominating or leading position in the cash-rich telecom circles of the country.

Jio – the disruptor?

The latest entrant in the Industry, Jio, has been able to disrupt the market with its out of the box thinking strategy and huge risk-taking appetite. Jio entered an already saturated market with its ground-breaking innovation and technology and became the first player to launch its services with Pan-India 4G coverage which helped them reach every corner. It launched its services with path-breaking industry-changing cheap tariff plans. While most companies would prefer taking services from well-established brands, Jio took a risk by purchasing the network equipment from a new entrant– Samsung, and invested hugely in R&D from best brains across the globe and provided the best quality services to the consumer. Mr Sayal quoted Mr Ambani, “Data is the new Oil”, which seems like the motivating idea behind Jio’s strategies.

The Fourth Industrial Revolution

For his concluding thoughts, My Sayal explained the contours of the upcoming fourth industrial revolution which will be triggered by the introduction of 5G powered IoT. ”5G delivers extreme broadband, ultra-robust, low latency connectivity, and massive networking for the Internet of Things to enable the programmable world, which will transform our individual lives, economy and society”. Enabling the fourth revolution would require enabling massive capacity everywhere through Ultra-broadband, realizing the agility of software-defined business through Cloud and igniting the new businesses of IoT.

This, in his opinion, was the shape of things to come which will guide the future of the global telecommunication industry.

Author: Arpit Gupta

PGPM, Class of 2019, Great Lakes, Gurgaon