Reliance Communications Ltd. is an Indian telecommunications company that was established in 2004 as a subsidiary of the Reliance Group. It has over 150 million subscribers, making it the world's 16th largest mobile phone operator. The company's marketing strategy involved targeting its large base of employees and shareholders as early customers. It also launched an entrepreneurship program to enroll sales agents and provide new customers with a positive experience. Additionally, Reliance differentiated its service by focusing on data applications through its RWorld platform and developing innovative products to connect various sections of society. It supported these initiatives with widespread advertising and ensuring high quality customer service.

1. MARKETING STRATEGY

3. Reliance Communications Ltd. (commonly called RCOM)is
an Indian broadband and telecommunications
company headquartered in Navi Mumbai, India.
JINSE PARACKAL

4. RCOM is the world's 16th largest mobile phone operator with over
150 million subscribers. Established on 2004, a subsidiary of the
Reliance Group.
JINSE PARACKAL

5. Esteem
Belonging
Safety
Physiological
Shelter
Food/Water
Self actualisation Internet/
Mobile Phone
JINSE PARACKAL

6. “My vision is to provide
the latest
telecommunication
facilities to every Indian at
the price of a post
card”
JINSE PARACKAL

7. The company has five segments;
1. Wireless segment includes wireless operations of the company
2. Broadband segment includes broadband operations of the
company
3. Global segment include national long distance and international
long distance operations of the company and the wholesale
operations of its subsidiaries
4. Investment segment includes ianvestment activities of the Group
companies, and Other segment .
5. Other segment consists of the customer care activities and direct-
to-home (DTH) activities JINSE PARACKAL

8. Main subsidiaries
JINSE PARACKAL

9. Reliance
Communication
Reliance Tech
Services
Reliance
Internet Data
Center (RIDC)
Reliance
Globalcom
Reliance
Telecommunication
Limited (RTL)
JINSE PARACKAL

10. Competitors
1. Aircel, Airtel
2. BSNL
3. Idea
4. Loop Mobile
5. MTNL
6. MTS
7. Ping Mobile
8. S Tel
9. Tata DoCoMo
10. Tata Indicom
11. Uninor
12.Videocon
13. Virgin Mobile (GSM & CDMA) and
14. Vodafone.
JINSE PARACKAL

11. JINSE PARACKAL

12. JINSE PARACKAL

13. Customer Generation - Tapping in to
Internal Resources
• Reliance targeted internally as it looked around
for the first set of customers. Officials of
Reliance
• Infocomm realized that an employee base of
more than 50,000 and a shareholder base of
about 3.3 million was the best place to start as
far as customers are concerned. Every employee
was offered 10 connections at a discounted rate.
JINSE PARACKAL

14. JINSE PARACKAL

15. Dhirubhai Ambani Entrepreneurship
Programme – A New Way to Market
• The Dhirubhai Ambani Entrepreneur Programme
began with an aim of enrolling 200,000 individuals
who are committed to acquiring new customers and
creating a new experience for them, based on
flawless serviceand feelings of satisfaction.
• As a tribute to Dhirubhai Ambani, the acknowledged
icon of a new entrepreneurial wave in India, Reliance
Infocomm fostered a new breed of entrepreneurs, as
channel partners, an unparalleled event in the history
of Indian enterprise.
JINSE PARACKAL

16. JINSE PARACKAL

17. Advertising – Educating Masses and
Evoking Passions
• Advertising was definitely a marketing strategy which
complemented the unconventional channels of Reliance
Infocomm. The Reliance mobile brand was branded as
India Mobile to cash in on patriotic feelings. Bundling of
handsets along with the service – a first time in India –
allowed Reliance Infocomm to resort to a co-branding
exercise with the handset makers.
• The advertisements announced that Reliance
IndiaMobile was 'Kabhi mobile, kabhi computer'
(Sometimes Mobile, Sometimes Computer).
JINSE PARACKAL

19. JINSE PARACKAL

20. Overall three things emerge from the
way Reliance handled the media
• Firstly Reliance built a huge public relations
exercise around the launch of the product. The
public relations gave much leverage to the
advertising and gave rise to a word of mouth
campaign.
• Secondly Reliance Infocomm utilized every
media vehicle effectively.
• Thirdly, Reliance Infocomm relied on the
passions of India, while framing advertisements.
JINSE PARACKAL

21. JINSE PARACKAL

22. RWorld – Reliance Way of Putting the
World in Your Hands
• Another important marketing strategy that Reliance
Infocomm resorted to was the clear differentiation of
the product by relying on data applications in
addition to voice.
• Through RWorld– an inbuilt Java enabled data feature
of all Reliance phones - the company guaranteed
download speeds of up to 144 kbps, from an
applications suite which has over 120 applications
ranging from interactive Guides such as TV
programme guides and City Guides, Live News and TV
news clips from channels like NDTV, CNBC, Aaj Tak
and India TV to contests, video songs, Ring Tones,
Cricket Information, Women's World and KidzWorld.JINSE PARACKAL

23. JINSE PARACKAL

24. Product Innovations: Connecting with
Every Section of the Society
• Reliance Infocomm leveraged its product
innovation skills, applications development skills
and partnerships to find new solutions to
conventional and contemporary problems - from
managing queues in temples, and connecting all
police stations, to delivering e-governance
solutions to allcitizens.
• Reliance Infocomm applications also facilitated
education and health services to rural areas at
an affordable cost.
JINSE PARACKAL

25. JINSE PARACKAL

26. Customer Service – Icing on the
Marketing Cake
• Reliance Infocomm followed up the product
innovation and marketing tactics with good
customer service.
• A 24 by 7, 365 days a year customer service was
set up in a central location in Mumbai.
• Taking into consideration the language and
cultural diversity of India, service was offered in
10 languages. This ensured that the customers,
who are primarily common people who did not
have much fluency in English, have a smooth
experience.
JINSE PARACKAL

27. JINSE PARACKAL

28. Advertising Strategies:
 Branded as IndiaMobile to cash in on patriotic
feelings.
 Bundling of handsets with service.
 Reliance Infocomm branded mobile phone
instruments.
 Advertisements based on Bollywood movies and
cricket – pulse of India.
Co-branding with mobile instrument makers –
reduced ad and promo spend.
 Signages on Reliance Infocomm owned telecom
towers.
JINSE PARACKAL

29. JINSE PARACKAL

31. JINSE PARACKAL