Creating a High-Value Business Model Inside a Phone Company
The Client and Situation
The internal venture fund of a large telecommunications company –with a vision of providing e-business utilities bundled with high-speed transmission service to customers building web-based service offerings—needed technical and business planning support to develop the service offerings, target markets and business plan. Their goal was to launch infrastructure services for application service providers as a growth opportunity.
Business Question
Develop a viable business that combines the expertise and assets of three major technology companies (Sun, Netscape, GTE) amid great uncertainty about what a viable business model might look like.
Our Approach / How We Helped
Led a large, diverse consultant/client team in developing and implementing the business model supporting this concept. Scope was development of a business capable of category leadership and a $400 million top line. Developed partnership strategy (focused on SI’s and ISV’s), screened and prioritized partnership candidates, developed and validated value propositions, guided the discovery and relationship development process, and led development of the business plan.
Results Delivered
The offering was launched as the branded e-business platform service of a leading network services provider.