Defining the edge and private 5G go-to-market strategy for a leading European operator

Case study overview

STL was engaged by a client who had a mature public 5G offering, but wanted to understand the opportunity around private 5G and edge computing in depth. This meant evaluating the opportunity for each technology individually as well as part of a joint private 5G and edge campus offering. STL devised an approach that would support the client based on our understanding of their situation which was:

  • Strategy, product and marketing teams required greater insight from the customers in their markets to understand the drivers for demand, prioritise industries and use cases, evaluate the business opportunity, and tailor products, services and messaging
  • They also needed greater visibility of the supply-side market dynamics to understand who they could partner with to develop solutions and/or to sell through, including insights on how to pitch themselves as an attractive partner
  • The client asked STL Partners to size the market for private networks and edge, identify the key opportunities and outline the go-to-market strategy for private 5G and edge services, including key channel and solution partners

Consulting services overview

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  • Analyse market trends and dynamics
  • Conduct market sizing and forecasting
  • Prioritise initiatives for new growth

“STL did a great job in identifying the market opportunity for Edge Computing and Private 5G across our market. The STL team used a very professional and structured approach (planning, deliverables, etc.) that really helped us to gain a clear view of the market and ecosystem.”

Business & Proposition Lead, Multicloud & Edge

Tier 1 European Telecoms Operator

What was the approach?

  • STL undertook voice of the market analysis through interviews and surveys with local market enterprises, application providers, edge and private networks platform and solution providers
  • Synthesised the findings from the research to size the market, identify key use cases, verticals, solution and channel partners
  • Developed go-to-market strategy proposal for client
  • Delivered strategy workshop with multi-disciplinary representation from client teams

Key results from the project

  • Sized the market for edge and private networks across four industry verticals
  • 15 priority use cases identified across private networks and edge
  • 4 key use cases for the private 5G and edge campus proposition
  • 14 strategic recommendations informing the client’s G2M strategy
  • 100+ channel and solution partners identified


Example deliverables