Cable Operator Innovation Strategy for Revenue Acceleration
Situation
A US facilities-based communication provider faced significant competitive challenges from larger players with broader product portfolios, lower costs of capital, and higher brand awareness. High debt servicing obligations and fiber-to-the-home infrastructure commitments limited capacity for acquisitions, new product investment, and R&D. Most troubling, the client's offering portfolio lagged peers, directly impacting customer churn and limiting ARPU expansion.
Project
JCY Advisors collaborated with the client to design a lightweight, integrated Portfolio Innovation function supporting rapid evaluation, solution co-development, and commercial onboarding of 5-7 commercial partners annually. Key elements included market segmentation across consumer, business, and wholesale segments; prioritization of targeted growth initiatives for Optimize, Enhance, and Expand categories; organizational design with defined roles and cross-functional coordination; rigorous partner evaluation framework based on objective criteria; and Agile product innovation processes to generate high-value solutions.
Results
The partnership strategy positioned the client for accelerated revenue growth while working within existing capital constraints:
B2B expansion initiatives identified as highest growth potential
Financial projections showed growth to $1.5B in annual recurring revenue by 2028
Client ready to staff new function and begin productive partner engagements
Clear roadmap established for systematic partnership evaluation and onboarding