This case describes the second home market strategy of Tata Communications Limited (TCL) and its evaluation of Russia as a new market opportunity. Ahead of a July 2012 board meeting, TCL’s Chief Strategy Officer had to decide whether to pursue an acquisition opportunity in Russia. The case traces TCL’s transformation from an Indian public sector monopoly to a global challenger in the telecommunications market, its previous acquisition history and its foray into South Africa as a second home market. The latest opportunity — to create a third home market in Russia — was the possible acquisition of a Russian Internet Service Provider (ISP) which had a business-to-business (B2B) focus and product mix similar to TCL.
The primary learning objective of the case is to discuss corporate strategy and the reasons a firm may decide to pursue expansion into new markets/ geographies. The case can also be used to learn about evaluating an acquisition opportunity, valuation methodologies and bidding strategies. This case can be used in Strategic Management, Growth Strategy and M&A courses at the graduate MBA level as well as for executive management programs.