Having recently completed the acquisition of a fibre operator, our client required expert advice on the integration and scale-up of its FTTH operations into the main urban clusters of a South European country.
Through an initial assessment of the target’s “As-is”, understand our client’s priorities and the operator’s internal capabilities to draw up an integration roadmap covering initiatives across technological upgrade, commercial strategy, network roll-out optimisation, mapping of processes, OSS/BSS revamp, etc.
The final objective was to develop a 100-day plan with clear and achievable initiatives in each workstream, to identify synergies and redundancies, optimise resources, and create value-creation opportunities.
The first step was to understand the “As-is” of the newly acquired company, the priorities of our client and the expectations after the operational transformation of the target to achieve the “To-be” scenario. After multiple workshops with the CxO team, strategic priorities were defined, the PMO office was launched and different KPIs were structured to monitor progress in the different workstreams.
As part of the integration process, consideration was given to redefining the GTM strategy by refining the commercial offering and service portfolio, revising bundling opportunities, identifying new channels to market, churn minimisation strategies, investing in a new OSS/BSS system, incorporating fault management and response processes, hiring additional senior staff and a thorough review of the FTTH network roll-out process.
To formulate the expansion strategy, business operations were assessed along with the capabilities, organisational structure, and partners. It also required a more granular approach to reviewing the business plan, CAPEX, and OPEX.
As a next step, a 100-day plan was structured, with a clear implementation roadmap for each of the identified initiatives. In parallel, the Fide Partners team also developed an MSA to coordinate the commercial relationship with different external service providers.
After defining the operator’s capabilities and our client’s priorities, we turned the input into an actionable 100-day plan to ensure the correct integration of the operator into the business portfolio, with a clear go-to-market strategy and a real roadmap for expansion within the country of operation.