OSS/BSS Solution Provider Targeting Global Service Providers
Challenge
Despite success in providing solutions to other industry verticals, a multi-billion-dollar technology firm had achieved limited success with communications service providers (CSPs). Stratecast Partners was tasked with helping the client to develop a more detailed view of the CSP market. The Goal: To better position the company to map its solution capabilities to the key business and technology requirements of the CSPs it was targeting.
Consulting Approach
The Stratecast analyst team, comprised of analysts specializing in service provider business models and OSS/BSS systems and processes, worked with the client to help it accurately predict (1) which CSPs would emerge as leading players, and (2) what their top priorities would be with regard to network/service evolution and operations support systems/business support systems (OSS/BSS). The analyst team then helped the client to define the key components it would need to include in its solution for CSPs.
The Stratecast analyst team worked with the client to craft messaging that conveyed the merits of the company’s solution for CSPs. Stratecast helped the client to identify the key aspects of the solution to highlight, and helped the client define which aspects of the CSP’s business would be positively impacted.
Impact
The client began conveying this message and value proposition to CSPs around the world, and has established itself as a leading player in helping service providers to optimize their networks, systems, and processes.
Technology Firm Seeking To Partner with Service Providers In Offering Managed Services
Challenge
One of the world’s largest technology firms wanted to play a more significant role in providing managed solutions to enterprise (Fortune 1000) customers, in partnership with service providers. The Goal: To work with Stratecast Partners to determine how to leverage service providers as partners in providing managed solutions to enterprises.
Consulting Approach
The Stratecast analyst team, comprised of analysts specializing in service provider business models and alliances/partnerships, worked with the client to help it identify the short list of service providers worth considering as partners on the managed services front. Stratecast analysts also worked with the client to identify the optimal type of model to follow in developing and managing such a partnership.
The Stratecast analyst team worked with the client to identify what types of managed solutions to focus on, including both communications services and applications components. Stratecast analysts based these recommendations on knowledge of the evolving networking/IT requirements of enterprises, along with knowledge of the service providers’ key areas of focus.
Impact
The client selected the top 3 service providers with which to work on developing, marketing, and delivering managed solutions to enterprise customers. The client has now successfully forged relationships with these service providers and is working with them to jointly develop and market solutions targeting enterprise customers around the world.
Service Provider Seeking To Enhance Its Company-Level Messaging and Competitive Positioning
Challenge
One of the largest service providers in the US was seeking to evolve its company-level messaging and competitive positioning as it pursued a significant change in its organizational and business structure. The Goal: To better communicate the unique attributes of the company to the investor community, the media/press, customers, partners, and employees.
Consulting Approach
The Stratecast analyst team was comprised of analysts specializing in service provider business models, network infrastructure technology, alliances/partnerships, and OSS/BSS. The team conducted in-person meetings with executives of the service provider to determine the unique elements of the company and to identify the key attributes to stress in its company-level messaging and competitive positioning. The team also conducted discussions with several customers of the service provider as part of the research and analysis process.
The Stratecast analyst team developed a concise report outlining the most significant and unique attributes of the company. This report presented the key themes to sound in the client’s company-level messaging and competitive positioning activities.
Impact
The Stratecast report was leveraged as a key resource in evolving the client’s approach to communicating with investors, the media/press, customers, partners, and employees regarding its future.
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