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Business Market Entry Strategy for a Mobile Operator

Client Case Study

Our client’s situation:

A mobile operator was seeking adjacent revenue opportunities to offset the decline in its core business. The executive team had identified the enterprise and multinational corporation (MNC) segment of the market as an attractive option, but needed support to develop the market entry strategy and detailed go-to-market and implementation plan.

How we approached the issue:

Working for the Chief Strategy Officer, we performed an assessment of the external market and internal “as is” business capabilities. Cartesian’s team interviewed enterprise customers to understand emerging requirements, perspectives on competitors and hence, how our client should position to win share as a new entrant.

What we did to help:

With an initial focus on domestic and international leased lines and VPN connectivity, we defined a prioritized set of product initiatives underpinned by detailed opportunity and business case assessment. We then created an actionable implementation plan for the new fixed services business including organization structure, partnership strategy, customer segmentation and pricing.

The end result:

Backed by Cartesian’s analysis and thorough research, the Chief Strategy Officer took our recommended strategy to the board and achieved sign-off business case, implementation plan and prioritized services. The plan led to significant revenue growth across its wholesale and enterprise divisions.

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