The Issue
A national, top 5 cable company recognized its triple play (video, data & access) services were maturing and wanted to explore new product lines and add-on services. The company wanted to capture more of the average consumer’s wallet share, by expanding their offerings into other areas of home technology. Entering the personal tech services industry was an avenue not only to increase revenue but also to ensure the cable company’s position as a trusted advisor to the consumer’s technology needs.
The Approach
Waterstone partnered with the Strategy and New Business executive team to develop and execute the launch of a new premium tech services business. Waterstone helped the client develop the initial strategy for entering the tech services industry, analyzing the market and performing a business case analysis including a full pro forma P&L. The new business leadership team worked with Waterstone to define service offerings, packaging, and pricing. Waterstone also supported the vendor selection process for delivery partners. In preparing for the launch, Waterstone played a critical role in overseeing all phases of the operational plan, from meeting checkpoints to managing regional teams to developing training and reporting procedures for sales personnel. After the business was launched, Waterstone took on a product strategy role and developed a 2 year product roadmap for the new business.
The Results
The new premium tech services business reached 100,000 subscribers within 6 months, and became one of the client’s fastest growing new lines of business. Waterstone continues to assist the company in various follow-on engagements including evaluation of business line extensions and vendor due diligence.
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Client
Top 5 National MSO
Issue
Growth and revenue diversification
Approach
Develop and execute the launch of a new business
Results
New business successfully launched and 100,000 subscribers reached
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