Entered wireless mediation market
Designed and executed, with the core product team members, a targeted
program that entered the mobile data mediation market.
Recently appointed operation manager of the internet mediation product
factory was interested in expanding the market breadth of the Internet
Service Provider (ISP)
mediation product HP Internet Usage Manager (IUM).
overlays for mobile packet
networks were selling at accelerating pace, due to the Internet growth
phenomenon, and European 3G licensing requirements. Carriers
would need to bill for the revenue generated.
mobile mediation product architectures were assessed as limited.
startups were the fast acting, fashionable competitors, and were
already developing products for this market.
The current internet
usage metering solution had been selling well to Internet Service
Providers, but had been rejected by a number of traditional network
operators in Scandinavia and the USA.
Investigated the mobile mediation market with the goal of defining a
value proposition and competitive strategy that would enable HP to
successfully enter and compete in this market. Main aspects were:
value delivery system for developing an organization wide
implementation activity. Main aspects were:
research on mobile billing market
- Met with customers, field teams and business developers to
understand Value Chain situation. Attended Wireless Access
Protocol (WAP) standards forums.
- Looked at relevant strategic theory (Hamel etc.)
- Met with HP consulting and solution marketing managers to assess
leverage and forces on other HP organizations.
- Met with HP
central research managers and reviewed work on 3G mobile economics and
3G mobile networking.
- Reviewed technology platform with R&D management and
architects to assess strengths and weaknesses
- Recommended a small focused investment to leverage the forces
acting on the Network Operators.
- Setup Plan, Do, Check, Act (PDCA) learning plan
Agreed building market
focused organizations (BMFO) process
and product quality goals with core product
- Agreed iterative development process with R&D
- Setup iterative delivery system with channel, consultants,
billing partner and Vodafone UK.
solution & engineering access for 3G network researchers to
leverage metering in research.
- Defined "Crossing the Chasm" strategy for entering this new
- Agreed plan and timetable with General Manager
- Agreed opportunity split with consulting organization, to gain
- Leveraged solution into HP Billing Program.
The organization setup a lightweight project structure, which
developed the necessary product and process extensions.
Vodafone UK and Germany agreed to work with us develop and deploy new
product extensions as solutions for their needs.
This core team and processes were so effective that the product was
delivered on time, with commendations from the customer.
Development activities were focused on a long term vision defined with
HP "Labs", limiting investment and building consistency.
The program created technology extensions, trained consulting and
support personnel and key partnerships with Cisco, and other technology
providers. The product became the
market leading mediation Platform during this period.
Politics, Economics & Evolutionary Psychology
Nature and nurture drive the business eco-system
Emerging structure and dynamic forces of adaptation
||integrating quality appropriate for each market