{"title":"SigmaTel: Adoption of distributor management system","authors":"Nishant Ambust, P. Dewani, Surajit Saha","doi":"10.1177/20438869221099040","DOIUrl":null,"url":null,"abstract":"The SigmaTel case deals with sales and distribution, channel management, and technology adoption issues. SigmaTel, part of a large and diversified corporate conglomerate, is the largest telecom operator in India. It entered a highly competitive market and quickly rose to the top spot on the back of cheap data and call rates and a strong 4G network. The case is set in 2021 when the company implements Distributor Management System (DMS)—a technology solution to streamline distributor operations. The primary decision point that the case protagonist, Sanjay Prakash, Head of Sales at SigmaTel, Delhi, faces is how to proceed in light of unexpected challenges that the initiative is facing. Should he recommend that SigmaTel proceed with the rollout? If yes, then how does he overcome distributor resistance and conflict? Failure to adopt DMS can impact the strategic business goals of SigmaTel.","PeriodicalId":37921,"journal":{"name":"Journal of Information Technology Teaching Cases","volume":null,"pages":null},"PeriodicalIF":0.0000,"publicationDate":"2023-04-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Journal of Information Technology Teaching Cases","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1177/20438869221099040","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q2","JCRName":"Social Sciences","Score":null,"Total":0}
引用次数: 0
Abstract
The SigmaTel case deals with sales and distribution, channel management, and technology adoption issues. SigmaTel, part of a large and diversified corporate conglomerate, is the largest telecom operator in India. It entered a highly competitive market and quickly rose to the top spot on the back of cheap data and call rates and a strong 4G network. The case is set in 2021 when the company implements Distributor Management System (DMS)—a technology solution to streamline distributor operations. The primary decision point that the case protagonist, Sanjay Prakash, Head of Sales at SigmaTel, Delhi, faces is how to proceed in light of unexpected challenges that the initiative is facing. Should he recommend that SigmaTel proceed with the rollout? If yes, then how does he overcome distributor resistance and conflict? Failure to adopt DMS can impact the strategic business goals of SigmaTel.
期刊介绍：
The Journal of Information Technology Teaching Cases (JITTC) provides contemporary practical case materials for teaching topics in business and government about uses and effectiveness of technology, the organisation and management of information systems and the impacts and consequences of information technology. JITTC is designed to assist academics, scholars, and teachers in universities and other institutions of executive education, as well as instructors of organizational training courses. Case topics include but are not restricted to: alignment with the organization, innovative uses of technology, emerging technologies, the management of IT, including strategy, business models, change, infrastructure, organization, human resources, sourcing, system development and implementation, communications, technology developments, technology impacts and outcomes, technology futures, national policies and standards.
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