Objective

Identify and recommend the most suitable acquisition targets in the enterprise networking equipment distribution markets in both China and India.

Methodology

The Beijing Axis analysed the IT industries in both China and India, compiling thorough industry overviews for both markets yet placing special emphasis on the distribution of enterprise networking equipment sectors. Based on the initial findings and on The Beijing Axis' understanding of the strategic intent outlined by the client, The Beijing Axis was able to formulate a defensible and robust selection model, ensuring that no potentially suitable companies were excluded.

A universe list of 134 potential target companies was compiled from all distribution companies in China and 61 companies in India. A shortlist of target companies was compiled from the universe list by means of filtering and evaluation. The short-listed companies were then analysed in more detail to attain a deeper understanding of the differences and similarities between them. Finally, a shortlist of 3 targets for China and India respectively was recommended to the client.

Outcome

The client was satisfied with The Beijing Axis' methodology and the recommendations that were presented as these provided a solid foundation for the on-going acquisition effort.