Clear sales messaging and go-to-market strategy help build sales funnel (Digitalk)

The Challenge

A technically expert team struggled to get a clear message across and focus its roadmap to support customer needs

Our Solution

  • Developed a product roadmap based on extensive competitive benchmarking.
  • Created impactful go-to-market themes around loyalty, enterprise solutions, payments, social media integration, full MVNO set up, BSS as a service etc
  • Identified and qualified a global target lead list

The Impact

Simplified the sales messaging, created a practical product roadmap and boosted the sales funnel.

Strategy refresh leads to growth in valuation of global BSS platform (Tecnotree)

The Challenge

A global BSS provider experiencing financial difficulties needed to revamp its strategy to future-proof their services portfolio, identify opportunities in new markets, and boost its valuation

Our Solution

  • Analysed the global addressable market and developed an attack plan
  • Benchmarked key competitors and adjacent innovators, identifying go-to-market themes for target segments
  • Built on client’s heritage & developed a ground-breaking new vision

The Impact

Transformation from BSS to a CRM focused business

8x share price increase (market cap to $400m) within the first 12 months of new strategy being implemented

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)

Created wholesale platform for major African operator (MTN)

The Challenge

A mobile operator wanted to win market share by developing a wholesale platform to launch sub-brands and MVNOs

Our Solution

  • Assessed customer trends and benchmarked competitors to identify market and capability gaps
  • Developed short and long-term wholesale proposition roadmap
  • Devised wholesale platform architecture to sit alongside the operator’s core business
  • Selected best fit MVNE partner
  • Implemented a PMO and team covering architecture, proposition, operations, regulation, finance etc.
  • Drafted legal agreements for MVNO partners and vendors

The Impact

Created a new architecture more efficiently and faster than originally planned, facilitating the launch of new segmented propositions

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.

Created innovative go-to-market plan for world’s largest multi-country MVNE/A (Plintron)

The Issue

Plintron wanted to reposition itself in the market and required a comprehensive strategy refresh to attract new clients and enter new geographies

The Challenge

  • Performed a comprehensive landscape analysis of competitors, technologies, regulation, customers, etc
  • Developed a fresh strategic vision based on market findings and executive workshops, identifying positioning and target markets
  • Orchestrated a complete revamp of the brand with a comprehensive sales toolkit of collateral

Our Solution

Implemented a robust global GTM strategy and new website launch with new brand identity

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