The case focuses on two major challenges in deal making in emerging market deal sourcing, negotiation and by focusing on a real (but disguised) Indian private equity deal. In 2010, Surya tutoring a rapidly growing tutoring academy for high school students aspiring for admission to the prestigious Indian Institute of Technology (IIT) was winning. Surya CEO, RK Sharma wanted to expand its reach beyond Kota (a city of 1 million people in the northern state of Rajasthan), which had … Read more »

The case focuses on two major challenges in deal making in emerging market deal sourcing, negotiation and by focusing on a real (but disguised) Indian private equity deal. In 2010, Surya tutoring a rapidly growing tutoring academy for high school students aspiring for admission to the prestigious Indian Institute of Technology (IIT) was winning. Surya CEO, RK Sharma, wanted to expand its reach beyond Kota (a city of 1 million people in the northern state of Rajasthan), the center for IIT School of Industrial and home tens of thousands of students had for the rigorous IIT entrance exam. Sharma knew that vast untapped potential in the teeming Indian cities of Mumbai, Chennai, Delhi, Bangalore and as well in foreign markets such as Dubai and Australia. Sharma had term sheets from two private equity companies that receive financing Surya ready expansion. By the end of the month he had to decide which one to accept. Offer from Big Bulge Bracket Blackgem fund, or one had by ZenCap, a small Indian company based in Mumbai, with whom he trusts in the past year
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from
Paola Sapienza,
Vineet Bhagwat,
Apaar Kasliwal
Source: Kellogg School of Management
24 pages.
Release Date: 9 August 2012. Prod #: KEL679-PDF-ENG
Surya Tutoring: evaluation of a growth equity deal in India HBR case solution

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