Telecom · 2010s
KPN / Huawei
Three ecosystems → one commercial model
A commercial model connecting digital services, payments and telecom billing.
The situation
Content and services, payment providers and telecom billing each had their own economics, constraints and incentives.
Technically the integration was possible. Commercially nobody had a reason to build it.
The actual problem
It looked like an integration problem.
It was an incentive problem.
What I changed
Messy
Untangle
Make it understandable
Before
25 moving parts
- Complex.
- Expensive.
- Hard to change.
After
5 moving parts
- Simple.
- Flexible.
- Easy to scale.
- Designed the commercial model across all three parties
- Aligned payment and billing economics
- Structured the partnerships
- Defined new revenue models for emerging technology
Artefact — process diagram
Artefact pending publication.
Result
3 parties
one proposition
New markets
and revenue models defined
The model made the combination worth building for every party involved.
What this taught me
“Partnerships don't fail on technology. They fail on economics nobody modelled.”
More thinking →