Big Idea

Key to disruptive innovation lies in finding a breakthrough solution to a chronic industry problems. This requires one to break away from thinking within norms of an industry. The “Big Idea” presents such breakthrough solutions which have not just been conceptually developed, but also tested and successfully deployed with at least one or two leading players of the industry. Big idea section is an attempt to share this knowledge in the public domain.

Not so Agile

In Greek Mythology, Procrustes, a bandit, killed his victims by force–fitting them into a standard iron bed. If the victims were shorter than the bed, he would forcefully stretch them; if taller, he would cut off their limbs as per the size of the bed.

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Generic Drug Development:The Prescription for Success

The global generic drug market is growing at a CAGR of around 10.8% and is expected to reach approximately USD 380.60 billion by 2021. Yet, Indian pharmaceutical companies are currently experiencing tough times. Pharma stocks in India have been de-rated by 10% in the last year; a further de-rating is expected in the coming years. This state of affairs is the mostly ascribed to changes in the US generic drug market.Read more

- Satyashri Mohanty & Dr. Shelja Jose Kuruvilla

Exploiting Sales Capacity

Market demand in B2B markets is stagnating. The number of new orders bagged by Indian companies fell by 30 per cent in 2015 compared to the previous year.1 This is attributed to the fact that the Indian manufacturing and infrastructure sector has been stagnant in the recent past. India’s core sectors (coal, crude oil, natural gas, refinery products, fertilizers, steel, cement and electricity) recorded a growth rate as low as 1.4% in 20152.Read more

- Satyashri Mohanty & Dr. Shelja Jose Kuruvilla

Overcoming the Threat of E-tailers

These days, e-tailers, in India, have been making headlines with their mind-boggling valuation figures. One of the most established firms in this space, Amazon has a valuation of more than 500 times its earnings. Amazon’s sales growth is near exponential with 40% CAGR over last one decade. However, even after decades of existence, it makes a meager net profit of around USD 270 million on sales of over USD 74 billion.Read more

- Kiran Kothekar

The Road Less Travelled

Every sales manager in a consumer goods company faces a moment of truth in the last week of every month – on one hand he has to meet his sales targets but on the other hand the stocks available with him is not exactly what the market wants (either in terms of quantity or range). Faced with this conflict, he uses his “influence” with the distributor to sell volumes more than the immediate requirement.Read more

- Puneet Kulraj