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Tata Communications Case Study

Tata Communications


With a successful IPX product line, Tata’s intention was to replicate their products’ success in Europe and needed a proven IPX Product Manager to accelerate this growth.

Tata Communications engaged with Expand executive search to hire an IPX Product Manager.  The remit was to drive IPX revenue in Europe, own the P&L, develop relationships with MNO partners, supporting their sales team as an overlay specialist. While London was their preferred location, expand advised that a broader search would be required. Expand’s experience was that the UK IPX market is dominated by BT and that the candidate pool of talent very limited. It was agreed that expand would research organisations, across Europe, providing software, services and operators to identify IPX product experts. While the idea was to secure a candidate with experience in all areas of the technology, it was agreed expand would pursue people engaged in Messaging, MMS, SMS, Signalling, and IP as a Product lead.

Solution- Commit:

Expand understood that the key forum for IPX experts would be within the GSMA meetings and Mobile World Congress. Having attended MWC previously, expand already had a network of participants and a starting point for research- forum participants, speakers, and attendees.

Expand identified that IPX talent was largely in Spain, Italy, Belgium, Denmark, and Switzerland. After discussion with Tata Communications, it was agreed that flexibility on where the role was to be based was vital.


After 6 weeks of research (heavily networking orientated) expand presented a shortlist of candidates from a mix of Service Providers, a vendor, and an MNO.  An appointment was made for a candidate based in Southern Europe who delivered immediate impact and continues to realise growth.

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