Services & Practices > Strategy & Business Cases
We have advised on competitive strategies, business cases and market assessments in Australia and New Zealand, Africa, Asia, Canada and the United States, Europe, Latin America and the Middle East. In the process we have helped existing operators face new entrants, operators determine the viability of regional markets, retail and wholesale entities, and new entrants about to face strong incumbents.
Our related services include evaluating the competition, outlining strategy options (with recom-mended one based on SWOT analysis and other inputs), developing financial models, identifying financing alternatives, assessing potential partners, anticipating market changes, auditing existing marketing strategies, and conducting related survey research and focus groups.
Sample cases include:
Wholesale Operator Strategy
Prepared a market entry strategy and detailed financial case for a wholesale operator (affiliated with an undersea cable group) to offer access to international connectivity in a key market as well as surrounding countries via terrestrial cross-border links. Conducted interviews and assessments of the principal competitors as well as prospective customers and drew key implications from the changing wholesale pricing trends and changing demand for international capacity with the growing localization of content and data storage and increasing numbers of submarine cables addressing the same market.
New Entrant Strategies
We advised new operator entrants on how to enter the mobile markets of Belgium, Canada, Hong Kong, India and Brazil. In three of the cases the entrants were local and faced competition for the spectrum and licenses involved from ten or more other local and international groups. All were successful in securing the licenses, launching operations and achieving significant market shares, even as the fourth operator in one case. In two of the cases, they grew to be the leading operator and the second largest in the respective markets. We provided detailed market assessments and forecasts as well as financial projections, conducted survey research, and advised on the price to bid for spectrum in an associated auction, which our client won against ten major international consortia.
Incumbent Operator Strategy
We helped an incumbent mobile operator faced with entry of a strong multi-country competitor defend its market position by assessing how the competitor had entered five other markets (on four continents) using a generally consistent approach and suggesting ways for the incumbent, whose operations were limited to its home market, to defend its position. This resulted in the incumbent giving up less than 20% market share to the entrant over five years, an unprecedented achievement.