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The IHCL
Strategy

A dormant enterprise channel, surfaced through first-principles market mapping.

Deployment
Q4 2025
Verticals Mapped
14
Priority Wedges
3
Memo Length
6 pg
Turnaround
9 days
Market Mapping GTM Strategy Enterprise Sales RFP Analysis

An unsolicited GTM teardown for Indian Hotels Company Ltd. — identifying a distribution wedge inside the hospitality supply chain that incumbents had optimized around but never opened.

Hospitality groups at IHCL's scale operate on locked procurement cycles. Early-stage B2B SaaS teams default to SMB channels because enterprise looks impossible. I wanted to prove the opposite: that specific line-items in the ops stack are actively looking for new vendors — if you know where to look.

01
Mapped 14 operational verticals across IHCL's public disclosures, tender history and ESG commitments.
02
Cross-referenced with RFP cycles on government e-marketplace (GeM) and industry-body filings.
03
Built a scoring rubric — buyer intent, switching cost, contract velocity, political cover — to rank entry points.
04
Synthesized into a 6-page strategic memo with three prioritized wedges.
Identified an F&B supply-side channel with an 11-month active RFP window.
Memo reached two operators inside the group through a warm path.
Framework now reused as the default GTM discovery sprint for advisory work.
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