Arthur D. Little assisted a leading telecom operator in establishing a new B2B portfolio strategy enabling both to strengthen its core business and to expand into of new growth areas.
In the context of a declining revenue in core services telecom market – the client asked ADL to develop a B2B portfolio strategy and implementation plan in order to secure short and long term competitiveness.
Arthur D. Little started by detailing and breaking down the strategic ambition and corporate strategy regarding markets, segments, products & services. A new strategic segmentation model was defined and an analysis of the different market segments in the potential field of played allowed to establish a new portfolio strategy.
Arthur D. Little developed an implementation plan including the identification needed capabilities to execute on the new portfolio strategy. Arthur D. Little also assisted in analyzing selected investments opportunities identified and in developing the go to market strategy including portfolio pricing strategy and order to delivery process.
The strategy was unanimously supported by all unit heads within the B2B business and the recommendations were presented to the country CEO and group strategy.
The new portfolio strategy enabled new revenue growth both through a strengthen position in current market segments and expansion into new areas.
The new strategy also allowed to unite different divisions around a common strategy enabling E2E solutions with an increased customer focus and higher value ad.
Suddenly, all these highly individualistic product owners and sales people speak the same language, focus on the same issues, and share a common view on the way forward - Head of B2B Solutions Sales