The Business Challenge With in excess of $1 billion in revenues, this client is a key player in the Canadian telecommunications industry. The services that they provide include long distance, business data, Internet and overseas services among others. This company serves a nationwide customer base consisting of government, large enterprises, small and medium businesses, residential consumers and other telecommunications companies. With more than 80 percent of their revenues coming from the highly competitive voice market, our client recognized the importance of moving into the higher margin and rapidly expanding data/Internet services market. To assist with defining and implementing this new strategy, the client looked to Accenture. Given the pace of change in the market and the number of other firms also aggressively pursuing this space, our client wanted this project developed and implemented very quickly. How Accenture Helped Accenture helped this client create a high performance offering using a four-phase approach. Through these phases Accenture worked with the client to take a business opportunity from the idea stage right through to the implementation and deployment of a new eService organization. Phase 1: eCommerce Opportunity Assessment and Business Strategy This phase identified opportunities for our client to capitalize on the growth of the eCommerce marketplace and outlined a business strategy to take advantage of the most profitable opportunities. Analysis completed included a market opportunity assessment, competitive assessment, and market size assessment. Using the findings from this analysis, Accenture defined an offer strategy built on the digital value chain and consisting of Network Access (various methods of accessing the Internet), Network Services (network management), Operational Services (hosting services, application services and professional services) and content (a selection of netsourced applications). Phase 2: eBusiness Enablement Conceptual Design This phase provided the high-level functional, technical, process and organization designs required to launch the business strategy defined during the first phase. Phase 3: Market Launch Management
This phase focused on further developing the offer strategy as well as preparing the business for launch by identifying and assessing potential offer delivery partners, developing a process architecture, developing an organization culture and resource plan, and assisting with the design and development of a corporate website. In addition, Accenture aided with identifying and managing a list of launch-critical activities and milestones.
Phase 4: Build Out
This phase refined the business model and enhanced the businesses operational capabilities. Offer definitions were further refined to support marketing and sales activities. Members of Accenture's Microsoft Solutions and Avanade leveraged Accenture's Business Launch Centre to assist with the rapid build out of the offer platform. Processes and supporting systems or tools were developed for the launch-critical operational capabilities of order management, customer service, and billing.
High Performance Delivered
Working with Accenture, the client was able to launch its wholly owned subsidiary—an “one stop shop”—which allowsed Canadian small and medium sized businesses to access a complete portfolio of best of breed, net-sourced applications and services. Working with Accenture enabled the client to rapidly ramp up and outperform the competition, and go to market in a highly efficient and timely manner.
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