Pivoted a BSS platform to a global IoT player (Teleena)

The Challenge

A European MVNE/ BSS provider wanted to overhaul its technical and sales capabilities to target new global markets, primarily emerging IoT

Our Solution

  • Deployed an interim team covering CCO, sales, operations and wholesale
  • Designed the wholesale strategy and negotiated airtime agreements with multiple international providers
  • Developed a new IoT strategy, redefining sales approach
  • Boosted the global sales funnel, winning numerous strategic accounts across USA, Europe and APAC
  • Developed a compelling information memorandum for investment

The Impact

Won several high profile deals. Secured 35% investment and later full acquisition by Tata (now branded Tata Move)

Developed a quad-play service proposition for a Spanish cable operator (ONO)

The Challenge

An operator offering TV, landline and broadband services wanted to add mobile to create comprehensive quad-play customer experience

Our Solution

  • Segmented the Spanish home market as the base for the quad-play proposition
  • Developed in-depth 5-year business case and roadmap for the client’s convergence goals
  • Negotiated an exceptional full MVNO airtime agreement
  • Architected the technical and operating infrastructure for the client’s mobile division
  • Conducted the Request for Proposal (RFP) process to select vendors

The Impact

Launched a hugely successful MVNO and reduced fixed subscriber churn

Subsequently acquired by Vodafone as part of a multi-billion EUR deal

Delivered a new mobile service for music lovers on the move (Ministry of Sound)

The Challenge

Europe’s largest dance record label wanted to build a mobile service for music lovers

Our Solution

  • Segmented customer base into seven music genres
  • Identified service preferences and trends through global research and focus groups
  • Developed a service innovation roadmap incorporating music recommendations, file sharing, social media integration etc.
  • Worked with a leading brand agency to develop mobile branding
  • Negotiated airtime and mobile service rollout with a mobile operator

The Impact

Developed a unique mobile music streaming experience.

Launch of a multi-propositioned-commerce loyalty programme (KOÇ Group)

The Issue

A conglomerate with petrol stations, retail outlets and banking interests wanted to develop its loyalty scheme through a mobility and e-commerce service

Our Solution

  • Designed a customer-centric loyalty scheme that offered airtime as a reward for spending within the client’s group companies and partners
  • Developed an extensive business model including pricing and propositions, coupled with a technical architecture to integrate with existing systems
  • Negotiated airtime rates with local mobile operators while avoiding complex tax burdens
  • Developed a comprehensive go-to-market rollout plan

Impact

Launch of a unique loyalty scheme for over five million customers

Developed new flexible platform and launched new sub-brand for undeserved segment (Etisalat)

The Challenge

A Middle-Eastern mobile operator saw the opportunity to serve new customer segments under new brands, and take advantage of widening regulation around MVNOs

Our Solution

  • Built a Project Management Office (PMO) and a team that delivered architecture, proposition, operations and finance
  • Segmented the consumer market and developed a comprehensive business case for high-growth niche targeting
  • Developed a new service gateway (MVNE) platform on the client’s core network, adapted to the new brands’ technical requirements, e.g. billing
  • Launched the client’s sub-brand and paved the way for new wholesale models such as MVNO

The Impact

Successful new sub-brand launched for the Asian sub-continent (Five Sunrise)

A new service delivery platform was implemented across the group to launch future MVNOs, JVs and sub-brands

Clear and tailored sales messages win roaming customers hearts (U-Cloudlink)

The Challenge

A roaming solution provider wanted to reach new customers outside of its successful APAC market, with an innovative technical solution

Our Solution

  • Devised new customer and partner strategy, based on size of opportunity and best fit for roaming service
  • Developed a new storyboard for the client’s sales pitch, with clearer messaging, tailored to target buyers’ mindset
  • Facilitated meetings between client and prospects
  • Developed several sales opportunities

The Impact

Grew the client’s sales funnel in Europe, identified new target customers and facilitated meetings