From product to service - Roland Berger
From product to service - Roland Berger
From product to service - Roland Berger
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Although still rare, successful cases of growing through <strong>service</strong>s in<br />
telecom mass segments are starting <strong>to</strong> appear<br />
Successful <strong>service</strong>-centric business models in telecoms: case Relacom<br />
Background<br />
Business model overview<br />
Nt Network<br />
<strong>service</strong>s units<br />
Network<br />
<strong>service</strong>s units<br />
Telavie<br />
Flextronics<br />
Network <strong>service</strong>s<br />
Orbiant Group<br />
1. Spin-off of major 2. Acquisition by Swedish<br />
telcos' network private equity fund Al<strong>to</strong>r<br />
<strong>service</strong>s units and merger<br />
Independent provider of network <strong>service</strong>s <strong>to</strong> opera<strong>to</strong>rs, corporate and<br />
residential clients<br />
> Clients: Fixed and mobile<br />
opera<strong>to</strong>rs, network equipment<br />
producers<br />
> Services:<br />
– Construction: project management,<br />
site management,<br />
design and technical planning<br />
of networks<br />
– Installation: network construc-<br />
tion, hardware Installation, start<br />
of operation<br />
– Maintenance: administration,<br />
repairs, optimization<br />
> Clients: Business clients from<br />
telecoms and other industries<br />
(e.g. Volvo)<br />
> Services:<br />
– Telephony: Operating fixed<br />
and mobile applica<strong>to</strong>ins of<br />
clients<br />
– IT, networks and security:<br />
operating of network<br />
infrastructure, administration<br />
and optimization<br />
> Clients: Private clients<br />
> Services:<br />
– Installation: field<br />
installation of<br />
broadband and<br />
telephony<br />
– Maintenance: cus<strong>to</strong>mer<br />
care in case of ne<strong>to</strong>wkr<br />
problems<br />
> Although currently primarily concentrated on working with telecoms opera<strong>to</strong>rs, Relacom was one of the first <strong>to</strong> apply the <strong>service</strong>-oriented<br />
business model <strong>to</strong> mass segments<br />
> An extremely high-growth company <strong>to</strong> date: since its foundation in 1998, Relacoms revenues grew from EUR 5 m <strong>to</strong> > EUR 1 bn in 2008<br />
Source: Company sources, <strong>Roland</strong> <strong>Berger</strong><br />
Outlook from <strong>product</strong> <strong>to</strong> <strong>service</strong> excellence in telecoms_final_020610.pptx<br />
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