 Strategic
Business Model
Innovation for
Emerging Markets
Vital Wave Consulting
helps a leading
telecommunications
company parlay the
assets
of its mature
business into a dynamic
strategy for
emerging-market growth.
Life after
Commoditization
 A dominant market share
and consistent revenues
from a successful
product do not
immediately sound like a
problem. But in the
fast-changing
telecommunications
industry, with downward
pricing pressures across
the value chain,
companies cannot sit
back and enjoy the
fruits of a mature
solution.
The forward-looking
executives of one
telecommunications
company* understood
their industry-leading
product was reaching a
point of maturity and
commoditization. To
increase revenues and
maintain their position
in the industry, they
recognized the need to
make fundamental changes
to their current
business model. In an
industry that is
experiencing the
majority of its growth
in developing countries,
the company’s new
strategy needed to focus
on capturing the
opportunities of
emerging markets.
Rapid Assessment &
Strategic
Recommendations
The company engaged
Vital Wave Consulting to
provide its Rapid
Assessment and Strategic
Recommendations service,
a common first step for
technology companies
hoping to increase
revenues in emerging
markets. Following an
evaluation of the
company’s existing
assets and their market
position in seven key
developing countries,
Vital Wave Consulting
crafted a sequence of
strategic initiatives
aimed at re-inventing
the company’s offering
for these high-growth
markets. These
recommendations were
structured to maximize
their current assets,
minimize disruption to
current business, and
secure a position of
strength in the
emerging-market value
chain.
Vital
Wave Consulting
conducted extensive
primary research,
including wide-ranging
interviews within the
client organization and
its partners. Findings
from this investigation,
combined with
considerable research on
the telecommunications
market in the target
geographies, were
synthesized by Vital
Wave Consulting experts
and rendered into a
four-phased strategic
recommendation.
Having completed the
market diagnosis and
formulated its
recommendations, Vital
Wave Consulting then
facilitated a two-day
strategic planning
summit with key company
executives. At the
summit, participants
built on the
recommendations and
created a preliminary
implementation strategy.
The results were then
incorporated into a
final deliverable that
enabled the company’s
executives to explain,
validate and promote the
recommended strategies
with internal
stakeholders.
In order to integrate
this process with the
client’s broader
strategic planning
calendar, the entire
engagement was executed
within 30 days.
From Strategic
Planning to
Implementation
Based on the success of
the Rapid Assessment and
Strategic
Recommendations process,
the telecommunications
company immediately
engaged Vital Wave
Consulting to build out
these recommendations in
the form of a complete
business case and
implementation plan to
cover the next five
years.
The client company’s
managers set out to
integrate
developing-country
markets into their
overall strategic growth
process. With expert
data collection and
analysis, skilled
facilitation of the
executive summit, and
clear guidance provided
by Vital Wave
Consulting, emerging
markets are now central
to the company’s plan
for near-term profit and
long-term growth.
* Vital Wave Consulting
respects the
confidentiality of its
clients. Company and
individual names have
been omitted from this
case study.
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