Refining Carrier’s SD-WAN approach
Client profile
National operator in Western Europe, number 2 access network in country.
Key stakeholders
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Product Line Manager
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Engineering and Architects
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Account team management (particularly solutions architects)
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Marketing team
The challenge
The client had recently launched an SD-WAN managed service and it was not gaining the desired traction.
Client needs
Refining the positioning of the service and aligning commercial and technical teams.
Our responsibilities
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Reviewing current material and approach (commercial and technical)
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Recommending areas to change in contractual terms, testing and feature release philosophy, emphasis on cloud strategy, and marketing messages.
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Moderating a strategy workshop across the core team to build consensus
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Documenting output of the workshop.
Results achieved
Tighter alignment of team and positioning more on Cloud themes rather than VPN replacement led to substantially improved sales and implementation within a year.
200
International networks designed
50
Countries
7
Languages supported
13
Students trained
20
Years in business
5
