All Publications
Ref: IMD-7-1700

Case study

Reference: IMD-7-1700

Order this case study
24 pages
Award winner

Related topics:

Browse all topics

Mahindra Finance: Accelerating growth

 Thomas W. Malnight

By Charles Dhanaraj, Professor Thomas W. MalnightThomas W. Malnight and Ivy Buche

The case traces the journey of Mahindra & Mahindra Financial Services Ltd (Mahindra Finance), a pioneer and leader in catering to the financing needs of rural and semi-urban India – typically underserved, low income, agriculture-based customers. From 2006 to 2015 the company achieved a top line compounded annual growth rate of 26% by systematically creating new markets through new business verticals – vehicle finance, insurance, home loans and SME finance. Over two decades the company had diligently built a business model that hinged on customer centricity and trust and embodied its RISE philosophy for the rural sector. The case is set in 2015, when Mahindra Finance, along with its sister company Tech Mahindra, received government approval to open a payment bank in the country. This presented unprecedented opportunities while raising strategic choices for the company. Should Mahindra Finance stick to its core market – rural and semi-urban – or should it embark on a strategy that includes urban markets? A two-part version of this case is available as Mahindra Finance (A): Creating New Markets (IMD-7-1701) and Mahindra Finance (B): Creating New Markets (IMD-7-1702).

Learning Objective

  1. Creating new uncontested markets instead of developing new businesses
  2. Building a scalable and repeatable business model
  3. Integrating alternative thinking – to pivot and proceed
  4. Aligning business goals with corporate purpose
  5. Sustaining high growth through intrapreneurship
  6. Creating an outside-in approach to strategy
KeywordsAutomotive Finance, Business Model Innovation, Customer Centricity, Finance Company, Mortgage, Rural Market, Strategy
SettingsAsia
Mahindra and Mahindra, Mahindra and Mahindra Financial Services
2015
TypeField Research
Copyright©2016
Available LanguagesEnglish, Japanese
Order this case study

Reference: IMD-7-1700

IMD case studies are distributed through case clearing houses. In order to browse the collection and purchase copies please visit the links below.

The Case Centre Cranfield University

Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
Fax +44 (0)1234 751125
Email [email protected]

The Case Centre Babson College

Babson Park Wellesley MA 02457, USA
Tel +1 781 239 5884
Fax +1 781 239 5885
Email [email protected]

Harvard Business School Publishing

60 Harvard Way Boston, MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
Fax (617) 783-7666
Email [email protected]

Case Center Japan

2nd Floor, Toranomon Jitsugyokaikan,
1-1-20 Toranomon, Minato-ku,
Tokyo 105-0001 Japan
Tel +81 3 3503 6621
Fax +81 3 3501 0550
Email [email protected]

Copyright information

IMD retains all proprietary interests in its case studies and notes. Without prior written permission, IMD cases and notes may not be reproduced, used, translated, included in books or other publications, distributed in any form or by any means, stored in a database or in other retrieval systems. For additional copyright information, please contact IMD's Information Center Copyrights Services.

Contact our Knowledge Center for additional information on IMD publications

Case study

Reference: IMD-7-1700

Order this case study
Looking for something specific?
See all case studies

Keep reading

Back to top

IMD Chemin de Bellerive
23 PO Box 915
CH-1001 Lausanne
Switzerland
Tel: +41 21 618 01 11
[email protected]
www.imd.org

Copyright © 2006-2021 IMD - International Institute for Management Development. All rights, including copyright, pertaining to the content of this website/publication/document are owned or controlled for these purposes by IMD, except when expressly stated otherwise. None of the materials provided on/in this website/publication/document may be used, reproduced or transmitted, in whole or in part, in any form or by any means, electronic or mechanical, including photocopying, recording or the use of any information storage and retrieval system, without permission in writing from IMD. To request such permission and for further inquiries, please contact IMD at [email protected] Where it is stated that copyright to any part of the IMD website/publication/document is held by a third party, requests for permission to copy, modify, translate, publish or otherwise make available such part must be addressed directly to the third party concerned.