Client Situation
The client had worldwide rights to a unique spectral efficiency technology they had acquired from a large multinational corporation. In an earlier engagement with the client, 3HA had helped the company develop the commercialization strategy for the technology to partner with industry participants in the U.S. market. In this engagement, the client wanted to know the key markets and potential partners in these markets to further the commercialization of their technology.
3HA Approach
The 3HA team prioritized global markets and subsequently created market fact packs for the priority markets to identify the key trends and partnership opportunities. The factors considered among others to prioritize markets included:
- Market Size: Incorporate subscriber base and ARPU levels to focus on medium to large markets
- Data Penetration: Account for 4G LTE penetration that support higher bandwidth use cases which would in turn account for prior spectrum refarming and indicate potential timing of spectrum exhaust
- Competitive intensity & spectrum availability outlook: Identify number of relevant market participants, average amount of spectrum per operator and future availability of spectrum
- Ease of doing business: Leverage EODB metric to rank markets in ease of setting up and growing business
Subsequently, telcos in each market were ranked based on their spectrum depth and eagerness to adopt new technology.
Findings And Recommendations
3HA’s analysis was able to pinpoint the top international markets and the most promising partners within each market.
Sources: Operator earnings releases and annual reports, TelecomTalk, TRAI
Outcomes
The client pivoted and narrowed focus for its international market and partnership development efforts as an outcome of this engagement.