Turning technology into a rich customer engagement platform (SLA Digital)

The Challenge

A mobile application provider had a series of innovative technologies and struggled to convey a clean, user friendly message

Our Solution

  • Developed a customer engagement framework, based on existing technical assets and future roadmap
  • Pioneered Direct Carrier Billing, social media integration and customer analytics into client’s mobile app strategy
  • Crafted and supported pitches to client telco targets

The Impact

A fresh customer engagement framework help open doors with new prospects

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)

Acquisition expands IoT platform into connectivity and value added services (Wireless Logic)

The Challenge

An IoT platform provider wanted to expand its technical capability to offer greater call control and flexible pricing. This was to be achieved by a sales enablement and M&A strategy

Our Solution

  • Developed a full-MVNO concept through core network infrastructure and MNO wholesale negotiations
  • Identified acquisition opportunities and performed due diligence
  • Devised a global airtime wholesale strategy, rationalised agreements and negotiated exceptional deals
  • Developed a sales enablement toolkit to target key verticals

The Impact

A full-MVNO model was launched with exceptional airtime agreements.

A number of acquisitions were made and the company achieved a huge valuation uplift to over £1bn.

New brand identity for critical communications IoT service provider (Mobius)

The Challenge

A fast growing IoT data provider wanted to overhaul its image and sharpen its positioning among targeted verticals

Our Solution

  • Benchmarked global innovators in adjacent industries to identify compelling messages
  • Established emerging customer needs and market gaps
  • Determined the key attributes that would attract investors

The Impact

Complete facelift of the business – a new brand identity leading to a significant uplift in sales

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

Designed an end-to-end telematics roadmap for a global car manufacturer (GM/OnStar)

The Challenge

A global automotive company wanted to develop an innovative new in-car connectivity service (OnStar) with safety, navigation, voice & data, infotainment and diagnostics features.

Our Solution

  • Conducted a market assessment for USA and Europe to understand user needs and competitors’ IoT strategies
  • Developed the pricing and loyalty proposition, which included car diagnostics, information services, group sharing, voice and data
  • Negotiated airtime and content agreements with Mobile Network Operators (MNOs)
  • Designed an end-to-end service roadmap and launched the client’s Mobile Virtual Network (MVNO) service

The Impact

OnStar launched widely across USA followed later by a European rollout

Facilitated collaboration between a payments service provider and telcos (ACI)

The Challenge

A global, real-time electronic payments and fraud prevention company wanted to win new telco customers in Europe and APAC

Our Solution

  • Developed a series of five high impact thought leadership papers, designing innovative payment models to create new revenue opportunities for the telco market
  • Landscaped the client’s market opportunity, including market size, competition, payment innovations and high-growth geographies
  • Identified specific target prospects and generated sales leads by leveraging our contact network and raising the client’s profile on stage at industry events
  • Redesigned the strategy and storyboard behind the client’s sales collateral, used consistently in client keynote speeches and sales meetings
  • Empowered the marketing and sales team with in-depth industry knowledge, ensuring a self-sustainable framework to maintain a new sales funnel

Impact

  • The thought leadership series has been a strategic door-opener with client prospects
  • A significant new sales funnel was developed and pitch meetings were facilitated