ESCRA

This article seeks to discuss LUZ, a Brazilian energy supplier that has decided to use their network for telecommunication.

This case describes the acquisition‐process from the perspective of the ESCRA sales manager, whose actions are analyzed, evaluated and discussed in class.

LUZ, a Brazilian energy supplier, has decided to use their network for telecommunication. They found a subsidiary named LUZATEL for purchasing the required IT equipment. Four IT companies make it to the short list. One of them is ESCRA. ESCRA is a large Swedish producer of telecommunication equipment, who has recently started to additionally offer IT solutions.

This paper uses a Brazilian energy supplier as a case study.