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Discover New Revenue Streams with Connectbase’s Market Data for the UK
Connectbase Helps Network Operators Identify, Prioritize, and Manage New Business Opportunities
As part of Connectbase’s global expansion, The Connected World now includes detailed commercial tenancy data for the UK markets. By correlating tenant information with proprietary Location Truth details, The Connected World enables customers in the UK to take advantage of multiple new revenue opportunities.
In today’s highly competitive connectivity market, network service providers are often challenged to expand their business opportunities efficiently and profitably. While there are a number of ways a network provider can develop revenue-generating service offerings, this Connectbase Solution Overview will describe how The Connected World platform can enable and accelerate three specific use cases:
- Easily identify where your connectivity services intersect with an existing customer’s multiple business locations
- Target and win new customer logos in locations where you already provide connectivity services
- Identify and prioritize new regions in which to expand your network infrastructure based on data-driven analysis of business opportunity date
Expand business with existing customers
The Connected World platform can simplify your task of identifying new revenue opportunities. To expand reach with an existing customer, Connectbase enterprise search functions combine with detailed network intelligence to give you a complete picture of your opportunities with each customer.
After inputting a customer or prospect’s name, The Connected World presents all the business locations for a specific customer or prospect, including which of these locations are on-net, near-net, or offnet for your network. This allows account reps to see potential upsell opportunities quickly and easily for these customers or help build justifications for new network builds to access new revenue opportunities. An optional near-net analysis may be performed to identify locations that are within a specific distance of your current service access points, up to 1000 meters.
Connectbase market insights enable you to expand revenue opportunities, increase competitiveness with your existing customer base, and potentially increase stickiness with your customers by serving most if not all their locations. If a customer is renewing services and has issued an RFP, The Connected World analysis capabilities provide the information you need to create competitive bids to ensure customer retention.
Figure 1: The Connected World provides details on an individual business including their physical locations, network information, current news, key technologies driving connectivity demand
Use Case Example #1 – Expand Reach with an Existing Customer:
A brick and mortar bookstore chain operates stores across the United Kingdom. A service provider can input the name of the chain into The Connected World platform, and the platform’s Enterprise search function will provide insights into the bookstore including company information (HQ address, phone number, number of employees, annual revenue, etc.), latest news for the bookstore, and the technology stack in use by the bookstore chain. In addition, the platform will display all of the chain’s physical locations including detailed address information. Leveraging Connectbase network intelligence, a service provider can easily determine where their network infrastructure intersects with the bookstore chain’s business locations and provide percentage reach data.
For locations, not currently served by the service provider, a Connectbase optional near-net analysis may be performed to determine if an incremental build-out of existing connectivity infrastructure is possible to serve those locations. Alternatively, The Connected World network intelligence also can provide information about potential partnerships that could be established to provide service to those locations.
Turbocharge new customer acquisition
The Connected World platform can turbo charge your sales results, by helping outbound reps identify new targets that are well-served by your network footprint.
To identify new prospects, a sales or business development rep can simply input a specific region or area such as a business complex, shopping mall, residential development, and more into The Connected World platform. Advanced query and filtering enable users to dynamically define and tailor search parameters for any location or set of locations such as:
- Number of tenants
- Tenant business name
- Tenant revenue
- Number of employees
- Connection status
- Competitive rating of different providers’ services offered at each location
Figure 2: The Connected World identifies tenant details within a location, helping providers prioritize where to focus sales efforts and to optimize competitive pricing/bidding
Using the competitive rating for a particular location, a service provider can prioritize customers based on opportunity density, customer size, bandwidth requirements, and more. Armed with this information, providers can make more intelligent and competitive pricing decisions to increase win rates for new customer logos.
Use Case Example #2 – Turbo Charge Prospecting for New Customers:
A London-based managed serviced provider is looking to expand their business reach to the retail customer vertical in Birmingham and the surrounding suburbs. Several new mixed business-retail developments appear to offer significant opportunities to win new customers.
After inputting location information such as address or latitude/longitude information for areas of interest, The Connected World platform provides a list of tenants within the targeted shopping centers. Rich filtering capabilities enable sales and business development representatives to home in on opportunities the likely provide the highest potential.
The market explorer function combined with detailed network intelligence also provides information about competitive providers serving a location. This helps prioritize businesses to target, significantly increasing efficiency. Competitive ratings help sellers determine competitive pricing, increasing win rates.
Data-driven infrastructure expansion planning
In a manner similar to prioritizing new customers to target, The Connected World can help network operators make data-driven decisions on where to build out their network, speeding up time to deploy and ensuring the most effective investment of build capital.
Retrieval data is focused on and can be filtered three key dimensions: geography, buildings, and tenants. This context in the search process provides the ability to answer critical business questions in real-time, resulting in more effective opportunity assessment. As described previously, detailed tenant information can provide market insights or for new developments, data-driven predictive insights to help a service provider decide whether or not to build-out infrastructure to serve a new geography or region or building complex.
Use Case Example #3 – Data-driven Network Expansion Investments:
A UK-based service provider is looking prioritize network expansions in new regions in the UK, specifically targeting area undergoing gentrification. After selecting a geographic location and applying business-based filters such as whether a new development is commercial, residential, or mixed usage, The Connected World provides a detailed list of buildings and the tenants that match those requirements. Tenant information includes the numbers and names of tenants in a location, their connection status, their ability to serve them, approximate number of employees, current estimated telco spend. With these market insights, a service provider can predict how much business potential might be realized if they were to build connectivity infrastructure in that region.
Connectbase market explorer enables a provider to make a data-driven, informed decisions about where to prioritize network expansion projects as well as predict an ROI.
Transform and automate network connectivity planning and prospecting
The Connected World is the industry’s only platform that combines comprehensive location information, network connectivity information, and tenant details in a single solution. For more than 2.7 billion location data points around the globe, The Connected World platform is a source of truth for location and building details, network connectivity options, pricing, and much more. This ensures transparency and accuracy to accelerate competitive bids while minimizing errors that often require tedious, manual re-quoting.
In today’s hypercompetitive connectivity market, The Connected World provides data-driven insights to help connectivity providers better understand their markets, identify new opportunities, and increase competitiveness. Connectbase enables better and faster business decision making, improves sales efficiency, and increases customer responsiveness.
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