ZipDial: Reaching The Next 3 Billion Consumers

ZipDial: Reaching The Next 3 Billion Consumers

By
Jesper B. Sørensen, Laurent De Clara
2014|Case No.IDE07| Length 24 pgs.

In early 2014, Sanjay Swamy and Valerie Rozycki Wagoner, respectively chairman and CEO of ZipDial, were discussing the possibility of extending the company’s operations to Indonesia and the Philippines, two key markets in Southeast Asia. Having successfully rolled out ZipDial solutions in Bangladesh and Sri Lanka – from their primary market in India – they planned to accelerate expansion into selected markets in the region.

Through its proprietary technology platform, ZipDial enabled brands in emerging markets to create, track and manage mobile marketing campaigns, engaging hundreds of millions of consumers who were otherwise unconnected. Building on its user database, the company created engagement opportunities based on user profiles that marketers could leverage to deliver targeted advertising messages.

Although poised to take advantage of the continued growth in mobile adoption, the company faced a number of challenges. At a time when India’s mobile technology landscape had started to consolidate and new competitors had entered the mobile advertising market, the need to find new sources of financing to support its operations and expansion plans was becoming more pressing.

The case traces the evolution of ZipDial since its inception in 2010 as India’s first mobile marketing and analytics company. It offers an overview of the latest developments and current strategy, including its approach to bridging the offline-online world through innovative marketing solutions and partnerships with social media platforms such as Facebook and Twitter.

Learning Objective

To show how simple low-cost solutions can create vast growth opportunities with a completely new business model that transforms the competitive landscape. The purpose of the case is to expose students to key concepts of disruptive innovation and disruptive business models as well as to the fundamentals of industry analysis, with particular reference to closed-loop marketing and closed-looped data as sources of value creation and competitive advantage.

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