TSAT A/S is a small, global satellite communications manufacturer based in Oslo, Norway. The company is a niche player, specializing in VSAT (very small aperture terminal) satellite networks for mostly SCADA (supervisory control and data acquisition) applications. The case is written from the perspective of the marketing manager for Southern Europe and Latin America. The company is looking to expand into Latin America -- the second fastest growing market in the world for VSAT applications. The marketing manager has identified three possible means by which to do so, and must decide on which option is best. This case is useful for introducing satellite communications technology, and for discussing channel choices and the diffusion of technological products.
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