Service Provider Engagements
Strategic Planning & Business Development
Network Architecture
Vendor Management
Marketing & Messaging
Service Provider Strategic Planning & Business Development
Provide scenario and strategic planning advice for a large Asian Mobile Network Operator (MNO). The MNO is developing a strategic plan and is seeking guidance on what are the driving forces that will shape the future of MNOs, innovations in mobile technology and technological convergence; what are the most uncertain and critical forces; and what sorts of scenarios might these forces combine to create. NSP’s advice is helping form the MNO’s strategic plan.
Identify SOA (Software Oriented Architecture) opportunities for a large service provider. The service provider is seeking ways to sell high-value added services to its large enterprise customers. SOA and web services can potentially be used to extend the scope of the service provider's product portfolio. This short duration project used a workshop approach to identify high potential opportunities and establish evaluation criteria. The findings are being used to drive more in-depth business planning activities.
Create 3G wireless market strategies for an East Asian wireless operator. This operator, one of the World’s most technically sophisticated, sought NSP’s assistance in identifying both business strategies and service offerings that exploit its investment in 3G wireless technology. Opportunities were identified in a collaborative workshop with the operator’s marketing staff.
Develop business plans for the introduction of BPL-based technology into Africa. Many large African cities have high levels of Internet usage but very little wireline telecommunications infrastructure. Concepts and business plans to provide broadband services to commercial establishments and high-income residential areas using Broadband over Power Line technology were prepared. Negotiations with the national power company are underway.
Analyze U.S. telecommunications strategies and technologies for Japanese service providers. Japanese service providers recognize that many important business strategies, regulatory approaches and technologies originate in the U.S. market. NSP provides ongoing analyses of such activities to Japanese service providers through its collaboration with the Cwell Institute.
Create service offerings and develop entry strategies for Managed Security Service Provider (MSSP) and GSHDSL services for a Southeast Asian service provider. Identified, arranged meetings and lead strategic discussions with thirty U.S. service providers and equipment vendors over a two-week period. Preliminary service definitions, critical success factors and a short-list of preferred vendors were created in a series of strategy workshops. The service provider is now launching its offerings in these fast growing new market segments.
Identify fixed wireless opportunities for telecom subsidiary of electric and gas utility. The failure of many CLECs had left the utility with a large amount of unused capacity on its metro-area optical network. Emerging fixed-wireless technology (802.11x) access applications were identified and evaluated as a means of replacing the lost revenue and traffic. The service provider is now conducting market trials.
Conducted a competitive analysis of service provider Frame Relay pricing strategies to help position new IP-VPN offers. Compared Frame Relay pricing for different network topologies with different numbers of sites to determine what price points and network requirements would encourage customers to transition to IP-VPNs. The carrier was able to set pricing and define service features for the IP-VPN service so that it would not cannibalize its own FR offerings but would also encourage customers to switch from FR services from other service providers.
Developed an optical service pricing plan for a major ILEC. One of the largest ILEC’s sought to rationally price its new Metro EtOne of the largest ILEC's sought to rationally price its new Metro Ethernet with respect to its diverse portfolio of TDM, SONET, wavelength, Frame-Relay, ATM and TLS service offerings. Performed competitive pricing analysis, estimated sustainable cost points, and built demand model including cross elasticity analysis. ILEC chose Metro Ethernet pricing strategy designed to minimize cannibalization of legacy services while permitting capture of out of franchise business.
Assisted a successful DSL service provider select infrastructure partners in support of entree into next-generation IP services including net-based managed VPN, firewall, and virtual routing services. Determined service and business requirements, developed managed RFP, and selected final partnership candidates. Service provider is negotiating partnership contracts for implementation and rollout.
Assisted service provider build business case in support of next-generation IP service rollout, including market research on existing and new market segments' price elasticity and price sensitivity with respect to price points for individual services and bundles. The service provider has repositioned its services to achieve profitability.
Identified market opportunities and threats for a major global service provider seeking to understand the impact of the evolving convergence between networking and applications. Defined the evolution of enterprise IT requirements and critical transitions, developed an ASP market segmentation and value-chain evolution, identify key technology and professional services trends, and performed competitive analysis of a multitude of service providers tackling the dozens of value-chain elements. Determined that the rise of virtual services represented a major threat to core professional services and that major opportunities were opening in application-aware networking, ASP infrastructure services, as well as value-add professional services like defining policies, application-level performance services, and transition services. The service provider is now executing on a strategy to offer a full range of professional, managed, and virtual services.
Reviewed business plan of startup voice ASP seeking to offer advanced voice-enabling infrastructure services. Determined target markets, technical descriptions, competitive analysis and market projections were on target. Identified next level of financial analysis.
Defined the corporate strategy and service portfolio for a leading Asia-Pacific service provider seeking to move into the next level of value-add services. Comprehensive analysis of technology enablers, service provider offerings, and customer requirements. Defined the next generation service portfolio including VPN and managed security services, application performance monitoring services, DSL services, and data center services from collocation up through hosting services. Also determined which service areas to avoid.
Assisted a large service provider define and develop one of the industry's first class-of-service based IP VPN services. Defined strategic business goals, determined customer requirements, assessed technology enablers, conducted internal and external positioning and benchmarking, defined detailed product specifications, pricing, and SLAs. Confirmed product definitions through on-site interviews with customers. The service provider rolled out this award-winning service in less than six months, meeting its objective to be among the first providers with an advanced IP offering.
Created strategy for service differentiation for DSL service provider. Developed pricing and service strategy to increase profitability of DSL service offerings by repositioning them as secure business grade networking connections. The new positioning helped the service provider effect a favorable merger that strengthened its market position and profitability.
Assisted a broadband wireless provider develop its market strategy for leveraging LMDS services to penetrate underserved SME and enterprise markets. Determine customer requirements through comprehensive statistical analysis of onsite and telephone interviews coupled with business database statistics. Perform a detailed competitive analysis. Determine sweet-spot services and geographical characteristics and provide a repeatable model for assessing markets for entry. Resulting strategy lead to acquisition at large value premium.
Created market entry plan for energy service company (ESCo) entry into telecommunications services market. Evaluated market opportunities for entry into the metro market for high-speed optical access services by leveraging the parent electric power company's telecommunications assets and market presence. Optical services are now offered to select large enterprises and consumers obtain free long distance service through a message-minute per advertising minute model.
Developed market entry strategy for a utility seeking to enter the fiber-optic transmission business. This southern electric power company sought to expand the scope of its operations in one of the most attractive regional markets by offering retail and wholesale fiber-optic based telecommunications services. Potential customers and competitors were interviewed and a persuasive business case was built for market entry. Market entry was successful.
Identified telecommunications business opportunities and a market entry strategy for an electric and gas utility. This utility sought to broaden the scope of its business and leverage its telecommunications assets by entering the telecommunications market. An extensive interviewing program was conducted within the utility's franchised area of all telecommunications, cable TV, broadcasters, wireless companies and large telecommunications users. Building on these interviews a market entry strategy was created and the resulting telecommunications subsidiary is now competing head-to-head with the local RBOC.
Developed a market assessment and revenue forecast for a US-based new entrant service provider targeting business clients and wholesale clients via advanced multi-service ATM infrastructure coupled with unique broadband access links (LMDS). The assessment was instrumental to the sale of the company at three times the initial investment.
Developed a strategic plan for the optimum use of utility networking resources. This electric and gas utility sought to leverage its investment and capabilities in telecommunications. Through a series of workshops a strategy was created to more effectively use telecommunications to support the core business and create new revenue streams by offering wholesale and retail telecommunications services.
Identified and assessed the attractiveness of the market for broadband satellite-based communications services. This leading manufacturer and operator of satellite services plans to launch an advanced technology satellite which incorporates spot beam technology and an on-board data switching capability. An industry segmentation was prepared, vertical industry applications for the new technology were developed and assessed, and the competition was analyzed. A significant revenue opportunity was identified-the design program was funded and is now underway.
Developed business opportunities for an inter-exchange telecommunications carrier. One of the United States largest carriers sought new telecom service opportunities in the financial services and health care industries. A product creation methodology was utilized to develop opportunities to replace mail-based transactions with electronic messages.
Created an overarching telecommunications strategy and identify new telecommunications-based business opportunities for an electric power company. A strategy was formulated to develop core competencies in networking technology which will strengthen the client's regulated business and enable it to enter the telecommunications services market through a newly formed non-regulated subsidiary.
Assessed the market opportunity to lease tower space to wireless companies. This regional gas transmission and distribution company sought to leverage its investment in two-way radio and microwave towers by licensing space to PCS and other wireless companies. A radio propagation model was used to identify the demographics within the footprint of each tower. This demand data was then used to develop financial estimates of the attractiveness of each site and produce pricing guidelines. The utility is now licensing space using the pricing guidelines to assure that maximum profitability is achieved.
Developed a business case for one of the largest electric utilities operating in the United States, considering whether to enter the fiber optic networking business leveraging its existing network. Existing contracts, competitors, and company staff skills were assessed. A recommendation against market entry was made due to the strength of the competition and the risk of diverting resources from the primary business of the utility.
Assessed business opportunities for a proposed fiber-optic alternative access carrier. An electric and gas utility sought to develop new business opportunities by leveraging its extensive right-of-way holdings and telecommunications expertise to become an alternative access carrier in a major industrial region. Potential customers and competitors were interviewed and the market opportunity and entry costs were estimated. The company has successfully entered the market.
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Service Provider Network Architecture
Prepare QoS and Security architecture definition for a 3G radio and IP/MPLS network deployment in South America. The mobile network’s push-to-talk functionality requires minimal latency and, thus, strong QoS while its Internet data capability creates the need to prevent DDOS and other security breaches. Working with the service provider a design and RFP specification was created for QoS in a MPLS network and security including Deep Packet Inspection, Intrusion Detection and Prevention, Network Access Control, and firewall capabilities at L2-L4 as well as the application layer. The resulting service provides leading edge performance guarantees and security while NSP’s participation shortened time to market.
Assist in the network design and architectural planning for a startup service provider employing fixed wireless and VoIP technology. This innovative service provider is working with one of the largest U.S. retailers to provide voice and Internet services that use each retail store as a Point-of-Presence. NSP is providing architectural and design assistance to help the service provider meet the challenges of this highly novel network design.
Evaluated the business case for a major service provider seeking to transition from leasing ILEC circuits to building its own metro fiber networks. Reviewed cost displacement analysis including 5-year traffic forecasts, leased circuit cost models and build-out capital costs for six targeted metro areas. The business case has been funded.
Assisted a large European carrier make strategic infrastructure decisions: namely, how best to support IP, voice, and data services. Determined business requirements, generated application and traffic forecasts, described technology enablers, evaluate architectural alternatives, and perform ed comparative cost analysis. Determined that transitioning in stages from separate traditional infrastructures to ATM and then to IP and optical was the most cost-effective approach. The service provider is executing this corporate-wide strategy.
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Service Provider Vendor Management
Developed an acceptance testing program for a nationwide fixed wireless telecommunications system. Provided overall architectural guidance and a detailed acceptance testing process for an IP-based network employing fixed wireless technology and serving the needs of rural areas in this Southeast Asian country.
Provided corporate-wide implementation program management for a major service provider in support of optical service initiatives. Developed formal program management structure, identify cross-functional teams comprising marketing, product development, engineering, IT, and sales, developed extensive project management timelines, and identify critical implementation initiatives. The service provider now has momentum and structure in executing its new service initiatives.
Assisted a major service provider with strategic optical vendor selection in support of its corporate-wide optical services initiatives. Performed a gap analysis to determine critical infrastructure areas needing technical upgrades to support new service portfolio. Defined technical requirements and managed RFI process from creation of RFI through vendor selection. Service provider selected four vendors out of a field of dozens and proceeded to lab testing and implementation.
Defined infrastructure requirements and selected strategic partner for emerging ASP building an Internet privacy application service aimed at increasing the value of e.business Websites. Defined functional requirements and managed RFI process to select partner to provide application infrastructure services necessary to deliver the service. The partnership is in place and services are now being offered.
Developed detailed product definitions and architectures and conducted an RFQ to select the strategic vendor partners for the next-generation value-add services defined in the strategy phase for a leading Asia-Pacific service provider. Determined detailed feature and functionality requirements, capacity forecast, and commercial requirements, developed and managed the RFQ process, evaluated the proposed solutions, and selected the strategic partners. Highlight gaps and issues to be worked during implementation phase. The service provider was able to establish compelling partnerships for each critical service within aggressive time periods.
Managed critical implementation phases as follow-up to the service definition and partner selection for a leading Asia-Pacific service provider. Managed vendor negotiation, solution testing, and onsite implementation. The service provider has successfully launched state-of-the-art VPN, managed security services, application monitoring services, and data center services in less than three quarters.
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Service Provider Marketing & Messaging
Prepare a whitepaper that presents the TCO advantages of a network-based DNS solution used for globally managed dynamic load balancing, monitoring, and failure recovery versus an enterprise owned solution for a provider of managed services. TCO models were created to model costs for large, medium and small enterprises. Benefits including reducing the work load on the IT staff, and reducing CAPEX and OPEX were identified and modeled. The project results are documented in a whitepaper which is used as part of the service provider’s marketing program.
Prepare TCO analysis in support of a nationwide deployment of a Carrier Ethernet network. The analysis quantifies all of the equipment and associated operations costs for a very large network in Southeast Asia. It is implemented as an Excel workbook and is used by a systems integrator as a tool in its multi-billion dollar bidding process.
Analyze the benefits of national Ethernet service. Yipes Enterprise Services having pioneered metro Ethernet service sought to extend its Ethernet services offerings nationwide. Network Strategy Partners created a White Paper that examines the economic and productivity benefits of nationwide Ethernet service.
Developed a broadband advocacy white paper on behalf of a large U.S. service provider. The white paper offered technical and demand analysis to support the need for substantial new investment in the subscriber loop infrastructure in order to make broadband access widely available to consumers. The paper also countered the argument that the existing infrastructure is adequate and that broadband's low adoption rate is due to lack of demand. The paper was effective in furthering the company's regulatory initiatives.
Assisted a major service provider carve out a compelling new corporate position as an optical service provider and define an entire service portfolio in support of this corporate-wide strategy. Defined strategic business goals, determined customer requirements, assess technology enablers, conducted internal and external positioning and benchmarking, defined detailed product specifications, pricing, SLAs, and point-and-click provisioning for a suite of optical, optical IP, Ethernet, and optical data center services. Confirmed product definitions through on-site interviews with customers. Service provider is now executing on this exciting corporate-wide direction and service portfolio.
Assisted a large service provider articulate its positioning to customers and the industry through compelling white papers and articles. The literature spells out how critical business trends and application evolution requires a fundamentally new infrastructure-an information utility providing on-demand bandwidth, processing, and storage to enable anytime, anywhere, always-available access to applications and communication services. The service provider leverages these materials in key sales and marketing initiatives.
Defined and validated a set of next-generation differentiated IP services for a green-field service provider. Developed and evaluated the technical requirements and architectures required to support these services. Created the marketing message and materials utilized to launch these services, as well as a suite of ASP data center services.
Assisted an emerging BLEC determine its service portfolio, brand positioning, sales and service organization structure, and marketing literature. Performed comprehensive analysis of BLEC, ILEC, and CLEC offerings and developed detailed product definitions and pricing for Internet access, voice, hosting and e-commerce services. The service provider determined the market was too crowded and re-vamped its business plans.
Developed white papers articulating Intranet, Extranet, and remote access IP-VPN capabilities and associated technologies such as tunneling and security for a global ISP providing services to large enterprises. The paper helped shape the industry's understanding of the IP-VPN concept.
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