Case Study: Undertaking a Strategic Business Review for a Leading Service Provider in the Satellite Industry

Steve Tunnicliffe


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Analysing the business to provide recommendations and enhancements


The satellite industry is going through an intense period of transformation at every level of the value chain. 

 

The status quo within the satellite communications industry has been largely unchanged and unchallenged since its inception over 60 years ago. This is all about to significantly change, and it will force many established businesses to look afresh at how they operate. Many will adapt but many will fail. 


The two key factors driving this transformation are a) the emergence of Non-Geostationary Satellite Operators (NGSO) and b) the technology drive to digitisation, standardisation, and virtualisation. New market entrants such as Starlink are hugely disruptive and have contributed to a 77% reduction in satellite capacity pricing over the last 5 years. Other new entrants will soon emerge, creating further disruption to the norm and downward price pressure.


The Challenge


A leading satellite communications service provider had already anticipated this market shift and transformation, but wanted to undertake a brief study to validate their assumptions and to review their Go-To-Market strategy.


Spanning operations in the US and Europe, Steve Tunnicliffe was tasked with undertaking this strategic business review that included:


  • Stakeholder Mapping and Engagement
  • Corporate Governance Review
  • Change Management and Communication
  • Revenue Review
  • Performance Management Review


Our Approach


Steve provided critical insights and enabling methodologies to support the service provider in anticipating where to invest next and what resources to align where. Steve also identified areas of weakness within the company’s corporate governance and identified where changes needed to be made to ensure the service provider seized the opportunity for its next phase of growth.


He was able to engage key stakeholders in the identification of business issues and make recommendations on how and what to implement from a change management perspective.


His experience in leading a global sales organisation and strategy for a leading player within the satellite industry helped provide critical insights to empower the service provider to achieve its stated objectives.


Outcomes & Results


1. Go-to-Market Strategy

The client refocused its efforts on Defence and Government, which accounted for over 50% of its business but an event greater percentage of its profit.


2. Corporate Governance

The client put in place a charter and clear definitions around the role of the Board of Directors and the Executive Management Team defining what matters were reserved for each.


3. Efficiency

All of this provided not only the necessary clarity but an efficient plan to implement.

Case Study

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