Challenge

This incumbent carrier was looking for new ways to grow its consumer business in order to offset declines in its core fixed-line business.  Years of market leadership and near-monopoly power had led to an over-reliance on legacy service offerings.  The company needed to rejuvenate its consumer business portfolio to sustain growth into the future.

 The CSMG Approach

Completed a growth outlook and analysis for “to the Home”, “in the home” and “beyond the home” market opportunities

• Evaluated new consumer opportunities using the share-of-wallet and share-of-market analysis
• Created a prioritized pipeline of integrated service concepts for immediate and near-term implementation
• Recommended alternative ways to fund high-risk innovation initiatives

Key Recommendations

• Accelerate internal service development by leveraging and building upon existing wireless/wireline integration services
• Establish a new home services team or partnership to leverage brand equity
• Embrace new innovation funding models, including joint venture/partnership, hybrid accelerator fund, and co-development with large external players

Benefits

• Identified $3.5B in consumer growth opportunities
• Distilled the universe of potential of consumer market opportunities to three high-potential growth initiatives
• Improved responsiveness of the funding process to higher risk growth initiatives

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