attracting new revenue streams
Half a Billion Prize
When one of the country's largest Media and Telco players started to take a look into mobile they turned to Jam ICT. Mobile is on one hand an attractive high revenue market but on the other is complex, fast moving and highly competitive. Understanding the size of the opportunity, how to break in to the market and how to make it all happen without causing major disruption to the current business were central to the challenge.
Jam brought over 70 years of combined experience across all facets of mobile including marketing, proposition, commercial, channel and operational expertise to the fore and defined a set of compelling customer propositions along with a go-to-market plan and full business case that clearly showed the organisation how they could make money whilst avoiding the usual pit-falls associated with getting in to mobile.
As a result of Jam's involvement a revenue opportunity of £500m has been identified along with a strong EBITDA and other business upsides including churn reduction and brand asset building.
TopHigh Stakes for High Growth
Creating high growth businesses requires specialist skills and knowledge and brings with it its own unique challenges and Jam ICT has played an important role in advising several high growth businesses via the government funded Thames Valley Innovation and Growth Team (TVIGT) in the South East region. The extensive experience gained from large PLCs and having created a high growth business from scratch put Jam ICT in a unique position to target the help needed by these fast growing businesses.
The advice and guidance provided fell into several camps from a simple piece of business administration through to full investment readiness and access to finance. Diverse businesses from Optical Technology through to Building Systems through to Cloud based Software Vendors have all been supported and all of which are successfully growing their businesses as a result of the engagement with the TVIGT and Jam ICT teams.
Changing the Mobile Landscape
When the world's largest Mobile Network Operator (MNO) wanted to understand how mobile technology was successfully changing people's business lives in the developing countries of Africa, they came to Jam for insight and expertise. Investing heavily in the infrastructure to enable “crowd-sourced” mobile apps, they needed to understand what was working in order to make decisions about how best to support their commitment to assist sustainable economic growth in the region.
The analysis undertaken by Jam revealed how the simplest mobiles were radically changing both the economic and social landscape, providing analysis as diverse as improvements in the value chain for small farmers in Kenya, alleviating endemic rural poverty, social enterprise solutions in South Africa addressing crime and the Aids epidemic, prevention of female sexual harassment in Egypt and cross-continent water quality monitoring programmes.
The results from this study were invaluable to the Mobile Network Operator in shaping both business strategy and influencing corporate social responsibility, and will in time contribute to the future economic growth of the region.
MVNO & Beyond
Jam were asked to develop an Enterprise customer proposition for a new Mobile Virtual Network Operator (MVNO) with a unique multi-IMSI SIM allowing customers to have a local number and local call rates while travelling abroad, thereby avoiding high roaming rates. The customer proposition was purely consumer until Jam's expertise was brought to bear, and the MVNO recognised that in order to achieve its revenue targets it was essential to provide a compelling offer to business customers with higher Average Revenues Per User (ARPU).
Jam undertook a thorough analysis of business customer requirements and developed a comprehensive proposition, which was mapped against internal capabilities in order to develop the required competencies to bring the proposition to market. Within three months a basic business offer was being offered as a pilot, and Jam were retained to further develop the proposition to include the world's first multi-IMSI BlackBerry solution (requiring significant co-operation with RIM) and “bundled” pricing providing voice minutes, texts and data which could be used across the US, Europe and Australia without roaming charges. Jam ensured that once established, knowledge was transferred to full time employees in order to ensure a sustainable model.
The result was that the MVNO was able to successfully re-align its marketing strategy away from lower spending consumers to higher revenue business customers, critical to its future success.
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