Sanjay Dawar

In the final part of the series, the authors discuss why companies should shift from a 'push' strategy to a 'pull' strategy to win in rural markets

Increased awareness and aspirations are creating distinct consumer segments in rural India

Companies need to innovate their mobility platform to drive awareness among rural consumers

In the last part of the three-part series, Sanjay Dawar and Anurag Gupta explain how the successful Indian globalisers excel at leadership and talent management to pull ahead of the competition

In the second part of this three-part series, Sanjay Dawar and Anurag Gupta explain how advanced globalisers differentiate themselves in the marketplace to establish a recognised global brand

In the first part of this three-part series, Dawar and Gupta explain why Indian companies eyeing global markets have much bigger challenges to face up to than ever before

While in urban markets the customer retention strategy focuses on reducing churn, in rural markets sustaining product use through an efficient after-sales service is the main concern

Poor infrastructure and fragile channel relationships often frustrate companies' efforts to seize the growth opportunities in rural India

When it comes to reaching India's rural customers, the biggest obstacles are inadequate distribution networks, partners with limited capabilities, long payment cycles and weak marketing channels

Distribution is the most important factor when it comes to selling to rural India

With uncertainty and complexity now becoming a permanent feature of the business landscape, companies have little choice but to develop a strategy to manage it