Network enhancement value argumentation for major vendor
Northstream was engaged to define and enhance the sales positioning for a global vendor on the positive effects of investing in fiber, communication services and convergent initiatives, as well as related service enablers. To clearly communicate such effects, Northstream conducted a case study-based analysis on operators who have been able to create ARPU/EBITDA growth or churn reduction above peer or previous levels after fiber and communication services investments and initiatives.
The case studies centered on operators globally who have invested substantially in fiber migration and innovative bundling of services. Product convergences, value added services and billing strategies that brought in additional revenue streams and reduced churn were analyzed as well.
We complemented the case studies with insight into operator strategies behind network investments to enable the vendor to better understand new initiatives and establish best practice dialogue with customers. We concluded with a strategy for how this particular vendor may better position their key products towards customers.