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Case Studies
Situation
- Client is a leading integrated telecom operator in the Middle East region
- In line with market evolution trends, regulation liberalisation, and evolving customer preferences, the need to cater for vertical market needs and requirements became evermore pressing. The executive management needed to expand non-organic revenue potentials and capitalise of the significant market opportunity that the real estate developments provided
Key Issues
- What are the prime areas of contribution of modern day cutting edge innovation to the real estate business case?What is the size of the real business potential for ICT services within the RE market?
- What is the market segmentation strategy should be adopted?
- What are the services requirements for all the stakeholders including the RE developer function, facilities management, and inhabitants of the individual units (residential, business, retail, …etc.?
- What are the potential operational models for successful service delivery and revenue realisation?
- Who are the strategic partners that are needed for success?
- What organisational and structural changes and models are needed for delivery?
neXgenn Contributions
- Developed the overall real estate go-to-market strategy
- Defined clear objectives, policies and guidelines for pursuing RE opportunities
- Performed opportunity sizing and attractiveness for the operator and developed clear services portfolio addressing priority market segments and franchises within the RE developments
- Developed the operational models required with the identified partners and alliances, and the new organisational structure for the new RE managed services business unit
- Developed the financial model and statements for the new business entity
Results
- Client approved the proposed strategy and GTM strategy and operational recommendations
- Client commissioned the new organisational structure and initiated contact with prime RE developers as per the strategy resulting in additional revenues as per neXgen recommended business model
- Client negotiated and partnered with identified partners required for the successful delivery of services and is now in negotiations with neXgen group for joint market cooperation on a wider scope
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