Cavell works with a diverse spectrum of technology providers.
We work with technology providers across a diverse range of sizes and types. Whether you’re a relatively young scale-up or a long-established player, our expertise will fuel your growth.
We help technology providers by developing both enterprise capabilities and indirect channels.
Our three-dimensional approach provides insights and expertise across channel, enterprise and technology areas. We help vendors like you with both enterprise delivery capabilities and to build stronger relationships with our service provider clients. That’s why global networking powerhouses seek to sponsor our events. It’s the reason challenger brands want our help with market launch activities. And it’s that know-how that brings specialist vendors to us needing hands-on engineering support with enterprise customer projects. In whatever ways you want to develop your business, Cavell’s services are here to take you forward.
Technology providers will be most interested in the following services.
Technology providers normally come to us with one or more of the following requirements.
Uniques insights to inform your strategy.
Our technology vendor customers tell us that we say things that others in our industry don’t. We’re proud of that. Our aim is always to get underneath the numbers and raw data to give you our expert views on what you should and should not do, forming an integral part of both your strategic planning and tactical execution work. We even support local marketing teams with campaigns to increase accreditation levels so you can build your bases of certified people in each region.
The actions we recommend deliver powerful outcomes for your business. We also provide hands-on expertise to ensure successful outcomes and deliver tangible results that advance your position in the marketplace.
Accelerate Revenue Generation
Time to market and time to revenue are key metrics for service providers. The faster a product is generally available in the market and generating revenue, the better. We are experts in helping to accelerate this process and aim both to reduce the impact of factors that can cause delay and speed up other activities, so you get to revenue more quickly.
We combine several or all of the following methods into a customised plan to get new services to market and generate revenues faster, thus improving both your top and bottom lines.
- Better product concept definition
- Closer alignment with customer needs
- Building and augmenting delivery capabilities
- Customised go-to-market planning
- Price/performance benchmarking
- Training for sales and presales
Channel & Sales Enablement
All our service provider customers have sales teams and almost all of them have indirect channels to market in place. Many operate on an international scale. It is a major challenge for most players in our industry to keep their sales teams up-to-speed with current developments and enterprise buying behaviour. Likewise, powering up new channels in new territories is critical for success.
With proper training, delivered around the world by experienced education professionals, we will help you to ensure that both your direct and indirect sales efforts are a success. After all, even if you have great products, you still need a great channel to market to beat your competition.
We develop channels to market and sales capabilities with initiatives including:
- Channel accreditation schemes
- Marketing campaigns for certification
- Country market launch training
- Channel onboarding and education
- Sales training for sales teams
- Consultation training for tech teams
Enhanced Technical Capabilities
It’s unrealistic for service providers to have all the technical resources available in all the places they need them, all the time. Even then, if it was physically achievable, it would be financially ruinous. That’s why our full engineering resources – augmented up by our round-the-world associates – are available to you.
Whether you are looking at building a brand-new network, need accredited engineers to help with an enterprise customer rollout, or need some one-time system architecture help, we have the technical resources to help.
We help our clients with the following types of technical challenges:
- New service design and architecture
- Complex network migrations
- Project-based global engineering
- Vendor accredited engineers
- OSS setup and support
- Graduate development and training
Maximise Market Opportunities
One of the things we all love about technology is that it’s always changing. That brings its own challenges and it can be tough to remain relevant in a shifting market landscape. We want to help you maximise the opportunities available to you in the market. That means we need to give you robust analysis and profound insights into all the trends that affect you.
We help our clients to understand six key elements in the market.
- The size and maturity of different territories
- Market share by key vendors and service providers
- Enterprise buying behaviour and motivations
- Technology trends and product developments
- Regulatory forces and their practical impacts
- Business model and commercial changes
If it’s happening in one of our primary practice areas, we’ll be fully versed on its consequences and how you should react. This will allow you both to avoid obsolescence and to move faster than your peers in taking advantage of new opportunities.
New Product Introduction
Over the last three decades, the Cavell team has not only seen a lot of change in the internet industry, we’ve driven it. Therefore, we are seasoned NPI professionals. If you’d like to capitalise on a new market opportunity, we can help you to get there more quickly. We can even do this in different countries with multi-lingual training support.
Our New Product Introduction work includes:
- Concept definition and business case
- Pricing and margin analyses
- Service definition and MVP buildout
- Design and implementation
- Legacy migration and integration
- Sales and technical training
You may need help with just one of these areas or perhaps you’d prefer a managed service that covers them all. Wherever you need our input, we’ll help ensure that you launch new services properly.
Return on Investment
For a service provider, gaining a significant return on any investments (RoI) you make is an essential component in being successful in tech. We look at RoI through all three of these client lenses so that whatever your investment, we will protect and maximise it.
We help both with RoI definition and realisation:
- Return on Investment modelling
- Defining CapEx and OpEx costs
- Buy versus build comparisons
- Technology and vendor selection
- Identifying acquisition targets
- Commercial and Technical DD
We want to help the players in our industry to survive and thrive. That’s why we have consulting and due diligence services that help with all areas of RoI considerations. After all, a strong market that succeeds in bold investments is in all our interests!