About the Case Competition
This Case Competition was conducted at IIM Lucknow as part of a national-level strategy challenge focused on real-world telecom problems. The case tested participants on consumer insight research, market sizing, financial feasibility, and go-to-market execution. Teams were expected to build a data-backed strategy with clear business impact, making this one of the more rigorous campus Case Competition formats
Problem Statement Overview
The core challenge addressed Airtel’s “Postpaid Paradox.” Despite strong network leadership and premium brand perception, postpaid users formed a small share of Airtel’s overall base. The objective was to increase postpaid adoption among the 22–30 age group, a digitally native yet underpenetrated segment, while improving ARPU and reducing churn.
What This Winning Deck Covers
This case competition winning deck presents a structured end-to-end solution. It combines industry trend analysis, competitor benchmarking, and primary research to identify behavioral barriers. The deck applies TAM-SAM-SOM sizing, behavioral segmentation, and a conversion scoring model to prioritize high-intent users. It also outlines a phased marketing and sales strategy, app onboarding improvements, B2B partnerships, and a detailed unit economics and LTV-CAC analysis. As a case competition winning ppt, it balances strategic clarity with execution depth, placing it among high-quality Winning Decks.
Who Should Study This Deck
MBA students, consulting aspirants, growth and strategy roles, and recruiters evaluating analytical rigor will benefit most. It is especially useful as a strategy case competition winning deck for telecom, subscription, and consumer growth cases. CaseBuzz hosts this deck as part of its curated library of Winning Decks.