The process of penetrating and achieving success in a developing market is a long and difficult one, which many firms identify as an Achilles?heel in their business extension initiatives. Above and beyond typical start-up situations, evolutionary thinking is vital when entering developing markets. The same can be said when entering telecommunications markets in South Asia.

This masterclass will begin by examining the unique market entry challenges in South Asia then discuss, in turn, several phases of the approach to market entry and development in the South Asian telco arena.

9:00AM - 9:30AM : Coffee and Registration

9:30AM -10:00AM : Opening Remarks

10:00AM -11:00AM : SESSION 1

Outlining market entry considerations

• Examining the legal, taxation and regulatory implications
• Reasoning for early or delayed entry
• Outlining the challenges :
  • Establishing the match with the business opportunity
  • Evaluating partnerships, customer segments, distribution, etc
  • Creating a roadmap to effectively address the dynamics of developing markets
  • Dealing with the competition

Mubashir Naqvi
Managing Partner
Mint Consulting Group, Pakistan

1:00AM - 11:30AM : Morning Refreshments

11:30 ?12:30PM : SESSION 2

First things first! Fundamental groundwork to start the business on the right track

• Context of business growth and organizational learning
• Deploying the right market/marketing strategy for the business
• Determining the right business development & sales techniques for the South Asian telecom space
• Setting the right foundations for distribution & channel development

Mubashir Naqvi
Managing Partner
Mint Consulting Group, Pakistan

12:30PM ?2:00PM : Lunch

2:00PM ?3:00PM : SESSION 3

What is the objective of reform?

• Exploring concerns on governance, sector-specific regulation and perrformance
• Pricing and connectivity
• Interconnnection and QoS issues
• Solutions for a budget-telecom business model

Professor Rohan Samarajiva
Executive Director
LIRNEasia, Sri Lanka

3:00PM ?3:30PM : Afternoon Refreshments

3:30PM ?4:30PM : SESSION 4

Conditions for adequate market entry

• Adapting to long-tail markets & new model
• Network utilisation : price reduction, effective service design and marketing, infrastructure sharing principles
• Relooking at taxation and improving the regulatory framework

Professor Rohan Samarajiva
Executive Director
LIRNEasia, Sri Lanka

4:30PM ?5:00PM : Remarks in summation and close of conference

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