Achievements: Telecom Sector
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Challenge
A Multi Billion dollar US based equipment manufacturer wanted to get foothold in Europe. The product range and service comprised of a total solution to manage the connections between the telecom base stations. The strategy was riding on the wave of the privatisation and the launch of the new mobile phone operators. Thus giving them control of the leased lines that they had to obtain from the incumbent operator. After having tried several ways to get in it became obvious it was not going to produce the desired results Engagement By building a solid distribution network, OEM agreements and a direct presence and manage this mix well it was possible to cover a large part of the GSM license bidding consortia, even before one license was awarded. Sustainable Value Once the licenses got awarded to the consortia, the order flow started to come in. Product revenues jumped in 4 years time from 20 MUSD to 200 MUSD getting an estimated 35% of the European market for that particular solution in a short time. |
