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The learning outcomes of this paper are to understand the supply side of the Business Process Outsourcing (BPO) model and how a firm can develop and capture a new market using Blue Ocean Strategy principles; understand how to use the four actions framework and eliminate/reduce/raise/create (ERRC) grid to develop a Blue Ocean market; evaluate three strategic alternatives available to a firm along with the benefits and challenges of each; map out the current strategy to inform possible future strategies and envision how one can use the BMC to re-invent the execution strategies of a disruptor; and discuss the opportunities for growth and the challenges therein in a dynamic global business environment.

Sri Rao, President of Market Development and Strategy of Quatrro Business Support Services (Quatrro), a BPO firm, weaved through the bustling streets of Gurgaon, India, to get to work early on a blistering summer day. It was the beginning of the new 2017 fiscal year and there was a sense of anticipation and uncertainty in the office to which he was headed. Quatrro offered outsourced finance, accounting and payroll solutions to small and medium-sized enterprises across the world, but mainly the USA. Arriving at his desk, Rao gazed out the window and reflected on Quatrro’s journey so far, the ups and the downs and the strategy for moving forward. Growth had been moderate with small deals. Local and regional Certified Public Accountant firms continued to provide stiff competition and the cost of acquiring new clients was high. There was a need to rethink Quatrro target markets and business development strategy. Quatrro’s annual board meeting was coming up in three weeks and Rao wanted to present a credible plan to accelerate Quatrro’s growth. He was worried that if the plan was not accepted by the board, any further investments in the business would be challenging and could even lead to the board directing Quatrro to divest. He believed they had run out of patience with a business that had a lot of potential but was not growing. He had one last opportunity to get Quatrro’s strategy right before his planned departure from the company in just a year’s time. Rao waited for his team to discuss their recommendations based on a presentation he had made to them two days ago.

Undergrad/MBAs. While most growth strategy cases focus on firms seeking to outsource services for efficiency and concentrate on value added to the core functions and competences, this case centers on the supply side and examines the BPO firm itself. It focuses on the technology service industry (as opposed to product/manufacturing), which while growing and significant is not often written about in cases, and finally, the case integrates an understanding of the Blue Ocean Strategy along with the Business Model Canvas allowing students to envision how one can use the BMC to re-invent a business strategy. It does so with a traditional Ansoff Matrix as the backdrop.

Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

CSS 11: Strategy.

The learning outcomes of this study are as follows: identify key elements of luxury branding in the context of a new residential real estate brand; select target segment/s and outline the sales pitch for a luxury residential real estate brand; plot the pre-sales stage of the customer journey path (CJP) for a luxury residential real estate brand; and plan a pre-sales customer engagement strategy for a luxury residential real estate brand.

This case enumerates Aldeola de Siolim, Goa’s (ASG) pre-sales promotional challenges. ASG was an upcoming luxury residential property in Goa, India. Venky Infar – the developer of ASG – a family-owned civil construction firm – wanted to diversify into Goa’s vibrant luxury housing market. In India’s housing market, the success of a project often depends on the “pre-sales,” i.e. attracting target customers and maximizing the sales before the construction. V. Rama Rao, the project manager’s task, was challenging because ASG and Venky were new entrants in a mature and competitive market. However, Rao was determined to capture a slice of this lucrative market. The case discusses the following four points to help the students understand the marketing challenges and decision context. First, ASG’s key attractions, second, overview of the Indian real estate market, third, characteristics of Goa’s luxury home market and finally, Customer Journey Path for residential real estate purchase. The case elaborates on the nuances of strategic dilemmas and and presents competitors' practices and emerging consumer trends.

The case will help students analyze and formulate a pre-sales promotional plan for a luxury real estate product. It is suitable for marketing elective courses, e.g. branding, sales management and luxury management.

Teaching notes are available for educators only.

CSS 8: Marketing

Northern Textiles (NTL) used highly complex derivatives to hedge its currency risk, and these structured products have been profitable in the past. But in 2008, unanticipated movements in exchange rates have led to serious losses. Seth, the Chairman of NTL, has come to know about the losses on a specific deal, but the Treasurer has ensured that he is the only person who understands the derivative book in its entirety. Though Seth is not aware of how grave the problem is, he realizes that he must review NTL's risk management policies and perhaps even replace the CFO.

Scatter in the outcome of repeated experiments is unavoidable due to measurement errors in addition to the non-linear nature of the output responses with unknown influential input parameters. It is a standard practice to select an orthogonal array in the Taguchi approach for tracing optimum input parameters by conducting a few number of experiments and confirm them through additional experimentation (if necessary). The purpose of this paper is to present a simple methodology and its validation with existing test results in finding the expected range of the output response by suggesting modifications in the Taguchi method.

The modified Taguchi approach is proposed to find the optimum process parameters and the expected range of the output response.

This paper presents a simple methodology and its validation with existing test results in finding the expected range of the output response by suggesting modifications in the Taguchi method.

Adequacy of this methodology should be examined by considering the test data on different materials and structures.

The introduction of Chauvenet’s criterion and opposing the signal-to-noise ratio transformation on repeated experiments of each test run will provide fruitful results and less computation burden.

Marine exploration is becoming an important element of pervasive computing underwater target tracking. Many pervasive techniques are found in current literature, but only scant research has been conducted on their effectiveness in target tracking.

This research paper, introduces a Shifted Rayleigh Filter (SHRF) for three-dimensional (3 D) underwater target tracking. A comparison is drawn between the SHRF and previously proven method Unscented Kalman Filter (UKF).

SHRF is especially suitable for long-range scenarios to track a target with less solution convergence compared to UKF. In this analysis, the problem of determining the target location and speed from noise corrupted measurements of bearing, elevation by a single moving target is considered. SHRF is generated and its performance is evaluated for the target motion analysis approach.

The proposed filter performs better than UKF, especially for long-range scenarios. Experimental results from Monte Carlo are provided using MATLAB and the enhancements achieved by the SHRF techniques are evident.

This paper aims to target tracking in the marine environment is typically obtained by considering the measurement parameters like frequency, elevation and bearing. Marine environmental surveillance provides critical information and assistance for the exploitation and maintenance of marine resources.

With the use of intelligent sensor techniques like Hull-mounted and towed array sensors, convenient, precise and dependable three-dimensional (3D) underwater target tracking is introduced.

This research investigates a method to develop a reliable Unscented Kalman Filter (UKF) algorithm for enhanced underwater target tracking in a 3D scenario by using bearing, frequency and elevation measurements. In applications for underwater target tracking, uncertainty and inaccuracies are typically described by using Gaussian additive noise.

The proposed UKF algorithm is tested and analyzed using 100 Monte Carlo simulations with the Gaussian generated noise.

The purpose of this paper is to achieve sanctimonious status to the soft skills discipline. It explores soft skills in global organizations and educational institutions.

This paper explains the significance of soft skills and the methods to acquire these. It differentiates between soft and hard skills with examples and illustrations. It draws a blueprint to offer soft skills program. It unveils expository strategy, guided strategy and active strategy for teaching and training soft skills.

The finding of this study reminds that the world is shifting from knowledge economy to self-knowledge economy and of the importance of soft skills with the advent of artificial intelligence. It enlightens that a judicious blend of hard and soft skills is essential for achieving professional and leadership success. It implores not only to build hard skills but also mind soft skills. It concludes that soft skills are essential for everyone from janitors to chief executives to achieve the desired outcomes.

This paper explains from the academic and organizational perspectives only.

This methodology can be applied in any industry and in any size of organization globally.

The social implications of this research suggest that educational institutions and global organizations can adopt these methods and strategies to impart and improve soft skills.

This research explores tools and techniques to measure soft skills. It encourages experiential learning to impart soft skills. It coins an innovative evaluation tool – Meka’s five-level model – to measure soft skills training. It outlines a few sample questions to measure soft skills training. It crafts course curriculum for soft skills. It unveils a list of soft skills essential for leaders.