Interim Executive Management
Opportunity: A Fortune 200 wireless telecommunications company asked Lakeru to develop and grow a wholesale business from the ground up. The strategy was to move the company into the wholesale business by entering into Mobile Virtual Network Operator (MVNO) relationships with partners.
Approach: First, Lakeru sat down with the President and CEO of the company to understand and align on short and long term goals.
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Recommendations: Lakeru recommended three main principles for the new business. These would be used by associates responsible for building and supporting the business.
Click to read more- Engage in wholesale relationships with firms selling wireless services complementary to the company’s core business.
- Build a state-of-the-art, user-friendly, wholesale platform separate from the company’s existing core business.
- Seek out strategic relationships with businesses interested in entering large market segments that the company does not already serve. This approach was desired over entering into multiple small relationships with minor players in the marketplace.
Results: Following substantial IT and Network Engineering development to build the infrastructure, as well as a comprehensive yet rapid sourcing of qualified partners to start on the new platform, the Wholesales business launched and achieved the following results:
Click to read moreExceeded all key targets set within the business.
- Revenue 113 percent of goal, MOUs (minutes of use) 110 percent of goal, managed the business 11 percent under operating budget and 3 percent under capital budget.
Built a network of systems and processes designed to serve multiple wholesale partners on a common platform without the need for customization.
- This network, called the Reusable Operations Core (ROC), was described as the best platform in the industry by the two partners who signed on, as well as each potential partner who reviewed it.
Developed a comprehensive partner review and relationship management infrastructure.
- This included detailed financial, operational and technical assessments (FOTAs) of potential accounts and their associated industries.
- It allowed the company to move very quickly into the industry, sign with the right partners and become operationally profitable just nine months after launch.
- Scored 89 percent “top two box” in wholesale partner satisfaction surveys conducted.