Context
A UK-headquartered global telecom group launched a strategic initiative to improve profitability across its enterprise portfolio — covering large enterprises, SMBs, and small office/home office customers — within its six largest operating companies across Europe and Africa. The portfolio encompassed traditional voice and data services alongside advanced enterprise products including IoT and leased lines.
The challenge
The client needed a detailed, data-driven analysis of revenue and cost drivers to identify targeted interventions that could meaningfully improve profitability without damaging customer relationships or competitive positioning.
What we did
We conducted extensive data consolidation, detailed network performance analysis, and customer segment evaluations across all enterprise segments. We employed advanced econometric and causal inference methodologies — including instrumental variables and propensity score matching — to isolate the precise drivers of profitability and churn.
Our analysis identified network quality as a critical lever directly linked to churn reduction and margin improvement. We highlighted the importance of dynamic pricing models for high-value segments and recommended pilot programmes for immediate rollout. We provided clear segmentation strategies with tailored retention programmes for the most valuable enterprise clients.
We delivered a comprehensive strategy document establishing a continuous improvement framework powered by data-driven decision-making.
Results
- Projected a potential 8–11% profitability boost across the enterprise segment through targeted interventions
- Established a continuous improvement framework that enabled proactive adjustments to market dynamics — which proved particularly valuable when COVID-19 disrupted operations a year later
- Delivered a data-informed strategy blue book that became the foundation for the group’s enterprise profitability programme
Related service areas: Profitability