Case Study: Transforming Data Connectivity for a Global Services Provider
Mauro Mortali
Staying ahead of the curve in a fierce market
Our client, a renowned global services provider, approached Cambridge Management Consulting (Cambridge MC) with a critical mission: to benchmark their data connectivity services against industry best practices, identify growth opportunities, and develop an innovative growth strategy.
Their objective was to stay ahead of the curve in a rapidly evolving market and solidify their position as a leader in data connectivity solutions globally.
The Challenge
The client faced significant challenges:
- Decline in Traditional Voice Services: As the market shifted towards IP-based solutions, traditional voice services were becoming less profitable.
- Revenue vs. Margin Dilemma: Although data connectivity services were growing in revenue, they yielded lower margins compared to voice services. This trend was impacting overall profitability negatively.
- Future-readiness of Existing Offerings: The client's current portfolio, while performing adequately, required evaluation to ensure alignment with modern standards and preparedness for future market demands.
The client sought actionable insights to enhance their portfolio and capitalise on emerging market opportunities.
Cambridge MC was tasked with:
- Diagnosing the data connectivity services business to benchmark against industry best practices
- Identifying and prioritising growth opportunities
- Developing a comprehensive growth strategy aimed at achieving revenue and margin targets
- Building a set of initiatives with detailed programs and supporting action plans to deliver the growth strategy
Our Approach - Diagnostic Phase
In the diagnostic phase, Cambridge MC applied its comprehensive Diagnostic Framework to assess the client's organisation across several key parameters:
- Portfolio Analysis: Evaluating the range and performance of existing products and services
- Go-to-Market Strategy: Reviewing current market entry strategies and sales approaches
- Systems & Processes: Assessing internal systems for efficiency and scalability
- Network Technologies: Analysing the technological infrastructure supporting data connectivity services
- Product Margins: Examining financial performance metrics for each product line.
This involved:
- Conducting in-depth interviews with key team members
- Reviewing essential documentation, strategic plans, market reports, and financial statements
- Performing detailed market, customer, and competitor analysis
- Utilising Cambridge Subject Matter Experts (SMEs) to benchmark the client against industry Best-in-Class standards
Our Approach - Growth Opportunity Phase
In this phase, Cambridge MC facilitated:
- Co-Creation Workshops: Collaborative sessions with the client team to identify and prioritise potential growth opportunities
- Stress Testing: Rigorous financial analysis involving SMEs and customer feedback to validate identified opportunities
- Initiative Scoping: Detailed workshops to scope out, quantify, and agree on key initiatives necessary for realising growth opportunities.
The culmination of this phase was the development of an agreed-upon growth strategy underpinned by robust financial projections and a detailed delivery plan.
Outcomes & Results
Through this structured approach, Cambridge MC successfully identified several key improvement areas resulting in:
1. Gross Margin
A projected 66% increase in gross margin.
2. Recurring Revenue
An incremental annual recurring revenue of $90 million by year five.
These results provided the client with a clear roadmap for enhanced profitability and sustained competitive advantage in the dynamic data connectivity market.
Get in touch with
Our Consultants today
Contact - AI at the Edge article
Subscribe to our Newsletter
Blog Subscribe
SHARE CONTENT
CAMBRIDGE | See how Cambridge MC and Pembroke College are creating mutual value through a unique corporate partnership spanning student opportunities, academic collaboration and industry events | READ FULL CASE STUDY
Cyber Security | Ransomware in 2026 is a board-level resilience issue. Learn the key risks, weak spots and practical questions boards should ask to improve readiness, recovery and response.
The #21toWatch Top21.2026 winners have been announced at an awards ceremony at The Glasshouse innovation hub in Cambridge.
BLOG | A student’s perspective on why women shouldn’t have to ‘play masculine’ to succeed at work – and how valuing empathy, confidence and inclusive leadership can help close gender gaps and build healthier organisations.
Where should leaders start with AI in 2026? A practical guide to moving beyond pilots, clarifying risk appetite, strengthening governance, improving data readiness, and delivering measurable enterprise value from AI at scale | READ FULL ARTICLE
We were approached by one of the fastest growing data centre providers in Europe. With over 20 data centres throughout the continent, they are consistently meeting the need for scalable, high-performance infrastructure. Despite this, a key data centre in Scandinavia had become reliant on a single, non-redundant 1 Gbps internet service from a local provider, posing significant risks to operational continuity. To enhance the reliability of its network and resolve these risks, our client needed to establish additional connectivity paths to ensure the redundancy of its infrastructure. The Ask Cambridge Management Consulting was engaged to address these connectivity challenges by identifying and evaluating potential vendors and infrastructure options to create second and third connectivity paths. This involved exploring various types of connectivity, including internet access, point-to-point capacity, wavelengths, and dark fibre. Additionally, Cambridge MC was asked to provide recommendations for building a local fibre network around the data centre to control and maintain diverse paths. This would allow the data centre to connect directly to nearby points of presence (PoPs) and reduce dependency on external providers, thereby enhancing network resilience and operational control. The goal of this project was to ensure that the Nordic data centre could maintain continuous operations even in the event of a failure in the primary connection. Approach & Skills Cambridge MC approached the project with a focus on ensuring operational continuity and resilience for the data centre. By identifying multiple connectivity paths, we aimed to mitigate the risk of network failures and ensure that the data centre could maintain continuous operations even in the event of a failure in the primary connection. This approach allowed Cambridge MC to provide a comprehensive solution to address both immediate and long-term connectivity needs. We employed a combination of Agile and Waterfall methodologies to manage the project. The initial investigative phase allowed a Waterfall approach, in which our team conducted thorough research and analysis to identify potential vendors and connectivity options. This phase involved detailed interviews with various telecommunications providers and an assessment of publicly available information. Once the initial analysis was complete, the workflow transitioned to an Agile approach for the implementation phase. This allowed Cambridge MC to adapt to new information and feedback from stakeholders, ensuring that the final solution was both flexible and robust. Challenges Lack of information: One of the primary obstacles we faced was the lack of detailed network maps and information from some of the potential vendors. To overcome this, the team conducted extensive interviews with contacts at these companies and leveraged its existing network of industry contacts to gather as much information as possible. Remote location: Another challenge was the remote location of the data centre, which limited the availability of local infrastructure and required us to explore creative solutions for connectivity. Cambridge MC addressed this by proposing the construction of a local fibre network around the data centre, which would allow for greater control and flexibility in connecting to nearby PoPs. Fragmented factors: Additionally, coordinating with multiple vendors and ensuring that their services could be integrated seamlessly posed a logistical challenge. We mitigated this by recommending a phased approach to implementation, starting with the most critical connectivity paths and gradually expanding to include additional options. Outcomes & Results Increased Connectivity: Cambridge MC successfully identified and evaluated multiple connectivity paths for the data centre. By exploring various types of connectivity, including internet access, point-to-point capacity, wavelengths, and dark fibre, we provided a comprehensive solution that significantly enhanced network resilience and reliability. Greater Control & Flexibility: Our recommendations for building a local fibre network around the data centre allowed for greater control and flexibility in connecting to nearby points of presence, ensuring continuous operations even in the event of a failure in the primary connection. New Vendors: The team’s extensive network of industry contacts and deep understanding of the regional telecommunications landscape allowed for a thorough and nuanced evaluation of potential vendors and connectivity options. Scope for Future Work: Cambridge MC identified several future developments with the potential to further enhance international connectivity and provide additional redundancy for the data centre. We also proposed further assistance, including a site visit for a more in-depth analysis of options, issuing RFI/RFP to vendors for capacity and fibre, and conducting similar connectivity studies for other candidate sites in the region.
Thames Freeport this week revealed the eight companies selected to participate in the Freeport’s Connectivity Lab, an initiative focused on validating commercially proven technologies in live port and logistics environments.
Emerging as a hub for innovation, Thames Freeport is a unique initiative designed to stimulate trade and transform the lives of people in its region. Leveraging global connectivity and occupying a strategic position with intermodal capabilities across river, rail, and road, Thames Freeport has recognised its opportunity to drive economic regeneration for the local area. Thames Freeport engaged Cambridge Management Consulting to design a clear strategy for innovation over the next three to five years. Key considerations for this innovation strategy included objectives and KPIs, the future of the business ecosystem in the region, physical clusters and assets such as innovation hubs, and opportunities and challenges on the way. The Solution Working with our innovation partner, L Marks, Cambridge MC conducted an innovation strategy project which involved the following: Engaging with a range of stakeholders and partners from local authorities to corporate partners across the Thames Freeport area, leveraging interviews with key individuals to build a common picture of innovation aspirations, opportunities, and challenges. Conducting a series of workshops for the Thames Freeport team to consider visions and objectives, themes and focus areas, physical hubs and overall programme structure, and a three-year roadmap plan. Building a comprehensive innovation strategy which internalised all of the above questions. This was then presented to their board and formed the basis of the public tenders for innovation programmes that were then made public.
