Telenor in India: Underdog's Innovative Pricing Strategy

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Case Details:

Case Code : ECON034
Case Length : 10 Pages
Period : 2009-2010
Pub. Date : 2011
Teaching Note :Available
Organization : Telenor; Unitech
Industry : Telecom
Countries : India

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This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

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Excerpts

The Busy Lines

From the mid-2000s, India's telecom sector witnessed one of the highest growth rates in the sector world-wide, due to various constructive decisions of the GoI such as liberalizing foreign investment regulations, spectrum allocation, and allowing multiple players in all circles...

Uninor: The New Entrant

Unitech Wireless, a subsidiary of the Unitech Group (leading real estate company in India), was granted a 2G National Long Distance and International Long Distance license for all 23 telecom circles in India for a mandate sum of Rs. 16,500 million (US$389 million)...

Scintillating Tone: Discount Pricing

The 24X7 Badalta Discount Plan offered a discount - ranging between 5% and 60% on the 50 paisa chargeable per minute of call - based on the traffic handled by a Base Transceiver Station (BTS), commonly called Transmission Tower or Tower...

Uninor Dialing: Corrupt Signals?

Not many industry analysts shared Uninor's confidence as the Indian telecom sector was crowded and fragmented. Analysts observed that more than 50% of the total Indian population and over 90% of the urban population subscribed to mobile services and with new additions of around 10 million subscribers per month, the industry was fast approaching saturation...

Exhibits

Exhibit I: Wireline and Wireless Subscribers (in Million)
Exhibit II: Tele-density by end March
Exhibit III: Market Share of all the Players as on March 2010
Exhibit IV: % Customers Considering Different Brands as of March 2010
Exhibit V: Pricing of Uninor
Exhibit VI: ARPU (in Rs per Subscriber per Month)

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