Excellence in fiber optic business
Fiber-optic expansion in Germany has picked up considerable speed. To meet the demand for fast broadband connections, more than 150 companies are now operating in the market with their own offerings and network expansion plans, including traditional telecommunications providers, regional energy suppliers and private equity-financed specialist providers.
#Fiber optics #Growth #Network expansion #Distribution #Pre-marketing #Lead generation #New customer acquisition #Retaining existing customers
Unser Vorgehen
Our services
Potential analysis and data expertise
Potential analysis and data expertise
Is fiber optic expansion worthwhile? At the beginning of a roll-out project, many companies ask themselves in which areas they should roll out next. We help companies to evaluate the potential of expansion areas on a data-driven basis in order to create the basis for successful, regional fiber optic marketing.
Financial planning and management
Financial planning and management
The roll-out of optical fiber and targeted marketing in roll-out areas involve numerous activities that often entail high financial outlays. Successful implementation of roll-out projects and marketing activities therefore requires dedicated financial planning and targeted management of all activities along the entire roll-out and marketing process.
Market models
Market models
We support you on the path to successful growth, both in your own fiber roll-out for your end customers or for wholesale partners and in whole-buy. The existing demand per region is assessed and optimally covered by suitable offers in order to fully exploit the potential in expansion or marketing areas.
Sales and marketing
Sales and marketing
How do you design a marketing concept that is designed for regional differences and at the same time scalable? To market fiber optics successfully, the right communication and sales strategy must be selected for each customer group in each expansion phase. To do this effectively, a personalized, manageable campaign structure is needed.
Operations and processes
Operations and processes
In addition to a dedicated marketing concept, successful customer acquisition and order processing in the telecommunications industry requires structured process chains with a high degree of digitization & automation. The processes span all activities of the fiber business and require an IT system landscape that keeps pace with regulatory and economic developments.
Infrastructure
Infrastructure
The structured expansion of an FTTH infrastructure is achieved through the interplay of strategic conception, targeted planning and excellent operational implementation across all network levels. Here, we provide support in establishing strategic partnerships from the backbone to the data center and in implementing efficient & networked solutions to manage complex construction projects.
Our added value
Proven track record in fiber optic infrastructure projects.
- Team with a total of > 20 years of fiber-exclusive commercial experience.
- Commercial responsibility for end-to-end fiber and network rollout projects for 3 business groups.
- Set-up of holistic commercial processes.
Delivered results (examples)
- > 600k households marketed (connected & upgraded).
- 50+ regional campaigns. Increase in penetration rates / achievement of pre-marketing goals.
- “Hands on” win of >50 communities for roll-out.
- FFTH start-up “ready-for-operation” from 0 in 14 months.
Start-up way of working
- MRC offers a well-coordinated team that takes responsibility for operational & strategic work.
- “Hands on” & “can do” work mentality: maximum output with limited resources in a limited time frame.
End-to-end excellence
- Extensive project expertise in commercial fiber processes.
- Operational experience in various areas (roll-out planning & execution, ISP business modeling, sales, IT, strategy).
- Extensive partner management experience in all areas.
Our reference projects
Winning a fiber optic tender
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(for a supra-regional fiber optic and cable network operator)
Negotiation and winning of a subsidized fiber optic tender
- Bid negotiation with city and state representatives
- Mitigation of investment cost and revenue risks
- Creation of legal, organizational, technical and commercial preconditions after winning the tender
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Product Development for advance products
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(for a nationwide fiber and cable network operator)
Product Development L2-BSA wholesale products
- Set-up of new order, change and cancellation processes and CRM implementation of wholesale products for realization of B2B fiber orders.
- Time-to-market <6 months after processes had to be suspended for more than 1 year due to CRM migration failure
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Business Development for Open Access Partner
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(for a nationwide fiber and cable network operator)
Business Development Open Access
- Creation of procedural and systemic prerequisites for the connection of an open access partner within a subsidized expansion area
- Application of the developed ordering and fault clearance processes as well as wholesale products as a blueprint for the wholesale business model of the parent company
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Development and implementation of a CRM process
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(for a municipal utility)
White label CRM development and implementation for a municipal utility
- Establishment of a MRC consulting team as central control unit between ISP, customer (public utility with FTTH, cable and VDSL infrastructure) and external development partner within an agile software development project
- Requirements elicitation, progress tracking of CRM development, support of CAT and UAT tests as well as the hypercare phase after go-live
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Supraregional fiber optic area analysis
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(for a supraregional energy supplier)
Fiber optic area analysis
- Tool-independent, data-driven calculation of FTTH route lengths
- Development of a scoring model to evaluate the coverage area
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Structure of fiber optic processes
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(for a supraregional network operator)
Fiber optic processes
- Development of an FTTH process map and FTTH process documentation with focus on construction and documentation
- Development of an FTTH target structure and resource planning using a gap list (alignment with commodity business)
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Dedicated FTTH planning
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(for a supraregional network operator)
Review FTTH planning
- Review of the status quo of the infrastructure planning (PoP configuration, network architecture, NE4 concept)
- Development of solutions for backbone connection (main and redundancy path) and collocation in the data center
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Establishment of the fiber optics business unit
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(for a supraregional energy supplier)
Establishment of the fiber optics business area
- Creation of necessary framework conditions for proper entry into the fiber optic end-customer business (e.g., registration with BNetzA)
- Consideration of the changes brought about by the TKG amendment with regard to fiber-optic end-customer contracts and processes
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News
Germany’s fiber optic internet expansion is picking up speed. Just ten years ago, each individual broadband connection only accessed about 12 GB of data each month. In 2021, this number…
Show articleTom
Ruthsatz
Principal and Head of Fiber Business Unit
Tom is an expert in telecommunications and has led numerous projects in the fiber business in addition to stints in the telecommunications industry. Starting with business development for wholesale and open access, winning broadband tenders, CRM implementation and go-to-market of new players in the fiber market.
