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From adversity to leadership: Tanla Platforms’ journey to becoming India’s SaaS titan

By Florin Vasvari


The outlook for Tanla Platforms was notably positive. It was January 2024 and the Hyderabad-based SaaS firm had reported a 20.3% year-on-year rise in net profit for the October-December quarter of 2023 over the same quarter of the previous fiscal year. Additionally, Tanla had recently announced its first commercial agreement with a bank in India for Wisely ATP, its innovative anti-phishing platform.

With its platforms processing over one billion messages a day, Tanla was the leading SaaS company in India, with a 35%+ revenue market share in CPaaS (Communication Platform as a Service) but its founder, Uday Reddy, was not about to rest on his laurels any time soon.

Learning objectives

  1. Understanding of M&A Concepts and Terminology: Learn the foundational terms and concepts used in M&A transactions, such as due diligence, valuation methods, synergies, earn-outs, and types of mergers and acquisitions (horizontal, vertical, conglomerate).
  2. Analyzing Strategic Rationale: Examine the strategic motivations behind the acquisition, such as market expansion, diversification, acquiring new technology, enhancing product offerings, or achieving economies of scale.
  3. Valuation Analysis: Understand how  the target is valued in an M&A context, including different valuation techniques like discounted cash flow (DCF), comparable company analysis, and precedent transactions.
  4. Deal Structuring: Explore how the deal is structured, including considerations for payment methods (cash, stock, or a combination), and the compensation of the management team.
  5. Post-Merger Integration: Learn about the challenges and strategies for effectively integrating the target.


Publication Date: April 2024
LBS Case Code: CS-24-008
Topic: , ,
Subjects: , , , ,
Pages: 19
Format: pdf