Context
A leading Middle Eastern telecom operator was pursuing a strategically critical government contract valued at over $200M — the build, operation, and transfer of a national Smart City platform. Success required a compelling, self-sustaining revenue model that would satisfy both internal stakeholders and the government authority.
The challenge
The operator needed a robust revenue forecast and clearly articulated go-to-market strategy demonstrating significant long-term value and investment recovery — without which internal approvals would stall and the bid would lack commercial credibility.
What we did
We led a multidisciplinary team spanning telecom, IoT, and government advisory to develop a structured revenue and GTM strategy built around five monetisation pillars: smart city use-cases, platform services, platform-as-an-instance, data-as-a-service, and advertisement-as-a-service.
We evaluated 100+ potential use-cases and shortlisted the top five by revenue potential. We defined 33+ monetisable platform services and identified 50+ data products. Each revenue stream was financially modelled, technically validated with the systems integrator, and pressure-tested against platform maturity benchmarks.
Results
- Developed a validated revenue and GTM strategy projecting total revenues exceeding $360M by Year 10
- Secured board-level approval for the strategic revenue model, directly strengthening the operator’s competitive position in the government bid
- Presented strategy to the Chief Commercial Officer and CEO, with the framework subsequently adopted as the commercial backbone of the bid
Related service areas: Growth