UK market-entry strategy for a major US specialized telecom company

Challenges and tasks

Our client, a US-based telecommunication company, was looking to transform from a purely domestic business to an international business. The company was seeking to develop a proven practice for launch excellence in international markets. The main objectives were:

• Deepening the company’s understanding of UK customers;
• Designing a business and operating model (fitting the UK as well as the internal market, taking into account business, market and legal aspects); and
• Enabling the client team to develop strong launch excellence competency for international markets.

OXYGY's Approaches

• Identified customer clusters (testing decision journey, analyzing and determining metrics)
• Technical Installation Project (TIP): Management of the telephone technical installation and training activities for Customer Test
• Applied Business & Operational Model (BOMI) for a fit-for-purpose business model design
• Business Deployment Project (BDP): bringing the business from kick off to full gear

Outcomes and value created

• Successfully designed a business model and operating model recommendation for the European market and developed and deployed a fully-functional UK pilot strategy, turning regulatory requirements in new markets into an innovation driver for the client’s business model.
• Creation of a launch handbook: a document providing a proven and scalable launch kit, describing all phases, activities, roles and responsibilities, tips and tricks, legal questions and key learnings of the project, as a foundation for a scalable launch excellence capability.

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