Transforming a Market Leader to Compete in Modern Wireless Technologies.
The client, a market leader in narrowband data and voice technologies for underground mining and a pioneer in introducing positive train control systems for freight rail tunnels, had built a strong reputation for engineering high-quality systems and delivering excellent customer service and support. However, they were experiencing declining revenues as mining and rail operators transitioned to 4G/5G wireless broadband and IoT solutions. Lacking expertise in these modern technologies and cloud application development, the client was unsure whether to exit the market, acquire a competitor or start-up, or form a strategic partnership to evolve their offerings.
In addition to developing a corporate strategy, they needed an organizational change plan and an investment roadmap to build new technologies, restructure their organization, and upgrade their digital marketing and channel strategy. Their legacy solutions, based on leaky coaxial cable and narrowband UHF/VHF, were no longer sufficient to meet the growing demands for advanced use cases like remote video surveillance, autonomous vehicles, real-time asset tracking, and safety monitoring. Without key vendor relationships in 4G, 5G, and IoT, the client needed a comprehensive plan to reposition themselves for long-term success in the market.
Viventum collaborated closely with the CEO and advisory board to conduct primers on 4G, 5G, and IoT technologies, offering strategic insights for transitioning from legacy systems. Viventum introduced the client’s executive, engineering, and sales teams to leading technology providers and facilitated VAR and reseller agreements to accelerate market engagement.
Viventum designed and developed a new private LTE and 5G product offering in collaboration with a major technology vendor, positioning the client for competitive advantage. Additionally, Viventum created a dynamic business financial model and tool, enabling scenario planning for base case, conservative, and aggressive growth projections. This model allowed for real-time adjustments to customer targets, adoption rates, pricing, and revenue share models, as well as updates to cost categories and line items. Viventum also provided a comprehensive capability development plan, including upskilling the client’s team and forming strategic partnerships with systems integrators specializing in 4G, 5G, and IoT technologies.
Viventum successfully presented its full strategic recommendations to the CEO and Board, outlining pathways for forming strategic partnerships and leveraging the client’s strong engineering and customer service culture to evolve current customer relationships. By capitalizing on their industry reputation, the client was positioned to acquire new mining and freight rail customers. The new private LTE and 5G offering, coupled with the scenario planning tool, equipped the client with flexibility for market entry and growth. The upskilling and partnership strategy empowered the client’s engineering team to transition effectively to modern wireless technologies, positioning them for long-term success in their target markets.