Cable Operator Innovation Strategy for Revenue Acceleration
Situation
The client, a US facilities-based communication provider, faced significant competitive challenges from larger players with broader product portfolios, lower costs of capital, and higher brand awareness. The company's high debt servicing obligations and fiber-to-the-home (FTTH) infrastructure commitments limited its capacity for acquisitions, investment in new products, and R&D. Most troubling, the client’s offering portfolio lagged its peers, which directly impacted customer churn and limited ARPU expansion.
Project
JCY Advisors collaborated with the Client to design a lightweight, integrated Business Development and Innovation (BD & I) function that could support the rapid evaluation, solution co-development, and commercial onboarding of 5-7 commercial partners per year.
Key elements of the project included:
Segmentation of the consumer, business, and wholesale markets
Prioritization of targeted growth initiatives for Optimize (existing processes), Enhance (new products for existing customers), and Expand (new markets).
Design for the dedicated BD & I organization structure, including roles and responsibilities to ensure effective cross-functional coordination
Create a rigorous partner evaluation framework based on objective criteria
Establish an Agile product innovation process to generate high-value solutions.
Results
With the highest growth potential identified in B2B expansion initiatives, the client was ready to staff its new BD & I function and begin productive, outcomes-focused engagements with partners.
The partnership strategy’s financial projections showed growth through 2028 to reach $1.5B in annual recurring revenue.