ABOUT THE PROJECT
Challenge | Levin Consulting UK worked with them to assess the opportunity for the product, develop a launch strategy, and get them in front of the key target accounts for the UK. At the time of the project, this company had no resources in the UK.
Solution | Channel understanding, target accounts and profiling; Levin Consulting conducted an analysis of the telecom channel appropriate for the client’s product, which required sales from resellers in the telecom channel. Levin Consulting presented a list of some of the key target telecom resellers in the UK ideally suited for the product, and a description of each reseller’s business models.
The mobile networks in the UK were to be service providers for the client’s product, as well as potential targets as accounts (i.e. through their own stores). An analysis of the network structure for similar products, their capabilities, and competitive information were provided. Identification of potential partners that would bring the product to market and potentially manage the sales, marketing, and customer support of the product. The ideal objective was to find a partner that could expand into EMEA after the UK had been established.
Results | At the completion of project, the client had a full blueprint and forecast for launching the product in the UK through a partner. Levin Consulting created relationships and had meetings (attended by the client) with targeted companies. The client had an in-depth understanding of the structure, objectives and future initiatives of each carrier, retailer, and reseller.
Levin Consulting provided a recommended plan of action for each target. Finally, and most importantly, Levin Consulting gave a realistic view of the risk versus reward of launching full-scale through a partner, as had been intended at the outset of the project. In the end, through discussions with Levin Consulting and a better understanding of the full requirements of launching in this manner (versus the true opportunity), the client scaled back its efforts and focused on strengthening an already growing telematics business.
