Case study overview
We undertake primary research programmes that deliver the insight needed to build tailored customer propositions, highlighting where and how our clients can create value for their customers. We develop channel strategies with our clients covering both online and offline direct channels, as well as partnering.
See how STL Partners supported a Tier 1 European operator:
- Develop compelling stakeholder propositions for an on-premise edge product
- Map the value chain to identify partners, competitors, and the client’s role
- Detail the viable go-to-market strategies and next steps for launch
Consulting services overview
Find out how we can help you:
- Develop and test customer propositions
- Detail viable go-to-market strategies
- Scout, engage, and facilitate partnerships
- Develop tools to empower the salesforce
STL Partners worked closely with us to accelerate the process of building a commercial strategy for edge cloud, working closely across all parts of the team to develop our plans. We selected STL for their Edge expertise and collaborative approach, which proved to be the right decision. STL’s approach was refreshing and differed from most other consultants in the way we have been able to engage cross functional teams and create a comprehensive value proposition.
Director of Enterprise Strategy
Tier 1 European operator
Develop compelling stakeholder propositions
STL Partners undertook a 4-month strategy project with the client to help identify and prioritise key opportunities within on-premise edge computing, and subsequently develop the client’s got-to-market strategy and proposition to key stakeholders.
In order to complete this project, STL Partners leveraged an interview programme with potential customers, partners, and solutions providers for the identified opportunity areas to validate the use cases for edge, as well as their relevance to the client. From these insights, we generated a detailed value proposition and gaddi pitches for the use case to highlight key drivers for edge and the challenges with existing solutions. STL Partners further developed propositions for the client across different stakeholder groups (e.g. the end user, IT teams, partners) to identify and highlight key pain points, benefits, and client messaging.
Map the value chain to identify partners, competitors, and the client’s role
Through the interview programme and extensive desk research, STL Partners mapped out the ecosystem for identified opportunity areas and use cases. We developed the value chain segments and identified key players in each segment that were relevant for the client (either as competitors or potential partners).
Then, through a series of workshops with a wide stakeholder group within the client, STL Partners conducted an analysis of the client’s existing capabilities. We were then able to map competitor and partner capabilities against those of our client to identify opportunities and threats, as well as potential partner profiles.
Finally, we developed an activity map across the value chain to highlight how the use case would be delivered and the necessary activities for launch. From the analysis of the client’s capabilities, STL Partners highlighted where the service could be delivered solely by the client, and where the client should partner to deliver the service. This fed into development of the viable business and partnership models for our client to pursue and identified the client’s role in the ecosystem.
Detail the viable go-to-market strategies and next steps for launch
The final stage of the project was to detail the viable go-to-market strategies for the client and present a clear recommendation of immediate next steps for launch.
STL Partners identified the different channel strategies the client could use to sell into the customer and highlighted the process, benefits, and challenges with the approach.
Alongside the channel strategy development, STL Partners supported the client define a product development roadmap. We highlighted the product structure and requirements from the industry for the use case, and subsequently mapped a co-development timeline which would work in tandem with the go-to-market strategy. This would enable the client to build technical and commercial PoCs, iterate the product in an agile way, and build an initial customer base to later scale. This highlighted the clear next steps for the client in terms of product launch.