Client:

Global Satellite Telecommunication Company.

The Key Client Market was the Commercial Marine.

Minutes and MB / GB Prices were dropping in the SatCom industry as they were earlier in the Mobile Industry.

The new challenge was to develop new Added Value Services for the “Commercial Marine” to compensate the price erosion of pure SatCom phone minutes and Data transfer.

Situation:

• Need to compensate the increasing price erosion that is occurring in the SatCom industry on Call Minutes and Data Transfer, as it already occurred in the Mobile Industry.
• Understand the Challenges of Marine Industry
• Define Products and Services that need to be developed for this segment and that can be monetarized.
• Find third parties to jointly develop solutions combining different disciplines.
• Define Business Case
• Define Business Model
• Develop Products & Services

Achievements

• White Spot Analysis for the Marine Industry was done by understanding the current and future challenges of the clients in this industry
• 3 Potential areas were selected
• 3 Different appropriate partners were selected
• Business Case was made for the 3 areas
• Joint Business Model was developed for the 3 Ecosystems
• Contracts were written and signed
• The development started for the 3 selected areas.

Results after 1 years:

• 3 Different New Services addressing unsolved challenges of the Commercial Marine Industry were defined.
• Development contracts with 3 different partners were signed.
• The development activities started.
• Clients have validated the ideas (lean development) and are part of the process.
• 3 Business Cases and Business Models were finalized.
• 3 Transparent monetarization models were developed.