Case Study

BackChannel has been providing services to operators, vendors and investors in the IP/Internet Telecommunications industry since 2004.

Key services we provide include the supply of tactical information on where business can be won from competitive service providers, strategic support for executives and due diligence for the investment community.

The following case studies reflect a sample of the jobs undertaken in that time.

Major/Global Account Analysis

Profiling the IP services consumed by a major global account with multiple subsidiaries and operations in 15 countries.  We save a client months of meetings and international travel, and uncover dozens of opportunities.

Targeting vulnerable competitors best customers

Bad news hits service providers all the time, but organizing a campaign while the bad news is still making headlines, is nearly impossible.  BackChannel helps a customer win the best accounts of a struggling competitor.

Protecting the Legacy Customer revenues

Analyzing the threat posed by uncontrolled purchases of Internet Services to multi-million dollar legacy accounts; we help a client assess the threats to their core business accounts. They owned the legacy services but others were selling 77% of the new media to their key accounts?

Automatic lead qualification: making leads go further faster

Every day ISPs spend $1,000s on qualifying sales accounts to find that the potential value doesn’t warrant the call. Determine the potential of leads without picking up the phone, directing leads to the right channels and increasing deal flow.

Growing the returns on a fiber network

“Is there really any more business to be had in those buildings?”  The answer was “…yes, there is!”  A customer makes the most out of their metropolitan fiber network.

Targeting upgrades to a managed service

Many ISPs resell managed hosted mail or security services, in this example a reseller targets sales of there own hosted mail security service.

Decision support:  To buy, or to build.

A customer with metropolitan fiber network uses BackChannel data to support a planned network build out.  We help customer determine the best route for a new fiber in London.

Filling up the new $90m datacenter

Simple business model “Build a new datacenter and fill it up with high value customers…” but where are those high value customers when you need them? 

Mergers & Acquisitions Due Diligence

Buying a services business is never easy, especially when it is in a highly volatile market and often selling through 3rd parties.  Ahead of an acquisition we were asked to assess a services providers customer base and churn rates.