The revenue from traditional telecoms services are falling, while competition in commodity services increases. The roles of corporate customer, service provider and wholesale markets are increasingly blurred. We're seeing fixed and mobile operators cross over and a convergence of ISPs, ASPs and telecoms operators. It is critical, now more than ever, to develop a new wave portfolio to deliver sustainable revenue growth.
Challenge:
A second tier operator having gained market share following liberalisation, perceives an approaching equilibrium. They needed to quantify the benefits of developing the portfolio for new markets, yet the markets were not well understood, and required resources and knowledge that the operator did not possess.
Solution:
BT Telconsult provided experienced consultants who worked with the client's team in two ways. Firstly, a knowledge sharing exercise leveraging examples of BT's prior success enabled rapid learning and establishment of a framework of critical success factors. Secondly, an analysis of a recent product development highlighted how the framework could be used to reveal areas for improvement.
Benefit:
The client learned about BT's success in new wave portfolio development and applied lessons to their own environment. In this way, the client approached growth into new markets and new competitive environments with greater confidence.
