A US-based Private Equity-backed software company offering code-based tracking solutions in the pharmaceutical industry needed help in entering the Indian market.

Situation

Following a strategic planning process, a US software company decided to grow its business by entering the Indian market. The Client contacted the WIL Group to execute this growth strategy.

The key challenges were:

    • To gain an advantage in the Indian market, they had to move as fast as possible.
    • They needed to minimize cost and risk.
    • They needed to deploy a manager with the right interpersonal skills, knowledge, and understanding of the sales process and local culture.

Solution

The WIL Group set up a multi-functional team comprising of a finance manager and a legal professional to review the local statutory compliance environment and benchmark it with the parent company’s compliance framework.

The team interviewed various stakeholders within the organization to understand complexities and challenges, reviewed existing company policies, identified applicable local laws and developed a preventive and investigative mechanism to manage compliance violations.

Results

The new manager deployed by the WIL Group quickly formulated, organized and executed a sales plan.

Within twelve months, the Client signed up three new Indian customers, who collectively accounted for over 5% of the Client’s global revenues.