Global Sky Limited was trailing much behind the Direct-to-Home giants Airtel and Dish TV in the North Bengal Region. Most of existing dealers and distributors were tied up with either of the two and the new dealers were yet to be approached. Moreover, non availability of easy recharge options in all sub bases, low focus in institutional sales, rigidity in minimum recharge value were some of the key problem areas. Given this situation, the Area Sales Manager(North Bengal) of Global Sky Limited wanted to develop a comprehensive marketing plan to increase the rate of market penetration of Global Sky in North Bengal.
Mukherjee, S., & Sharma, A. (2011). Boosting Market Share of DTH in North Bengal: A Case Study of Global Sky Limited. IMT Case Journal, 2(1), 13-25. https://jetbm.imtnagpur.ac.in/journal/vol2/iss1/2