Client: A1 Telekom Austria

Building Austria’s largest smart home

Austria’s Digitalization Starts At Home. A1 Austria came up with their mission to digitalize Austria and were exploring how best to bring it to life through new offerings for their customers.

CONSULTING
While many telcos have realized that the way to survive and thrive in the digital age is to look for value capture beyond selling SIM cards and convergence products, most do not. While digitalization presents huge opportunities, most companies still think of business as selling mobility and fixed internet. The more interesting questions are actually: how might we better service, beyond our core, the mobile 1st culture and more interestingly, how might we use our infrastructure (not just sell it) to deliver better value in the home.
We helped them by

Defining Strategic Opportunities

Austria is a digitally savvy country. While seeing trends in digitalization of daily life, the growing importance of the home, emerging needs for sustainability and security, we identified the opportunity that answered the above question: how might we deliver digital services beyond the core business to better serve customers and expand the product portfolio of A1. Specifically, we were looking to identify new revenue opportunities from new customers. Smart Home solutions proved to be a fertile business opportunity.
We helped them by

Building solutions

We worked together with A1 to put together the 1st agile team in the organization whose goal was to build a product that would monetize residential customers while delivering the right product market fit. Starting from scratch, we quickly built and validated prototypes and delivered a working MVP within a few short months. The focus was an app based home system designed for home security and energy, alleviating two pain points for customers. The MVP was on the market in a record 11 months vs. a previous average time to market of 2 years for new offerings.

We helped them by

Scaling the Business

With a solid Go To Market Strategy and continuous support of the agile team to scale sales in an agile way, A1 Smart Home increased the overall customer base: 25% of customers were new A1 acquisitions. The solution was also successful in reducing customer churn thus driving loyalty and customer lifetime value. As of now, A1 Smart Home is the smart home supplier in Austria with the biggest number of paying customers.

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The New Normal.

The COVID-19 outbreak is a new global reality that arrived fast and unexpectly, resulting in the birth of completely unfamiliar business context. With the beginning of the new calendar and fiscal years, businesses have seen their plans for 2020 become obsolete over the course of a few weeks. Undoubtedly as part of immediate crisis management, business leaders are coping with today but also revising plans, projections and priorities for what many are calling the ‘New Normal’.