The document discusses how digital disruption is impacting businesses across many industries. It notes that incumbent businesses are being disrupted by new digital business models and new players. It then offers the services of the authors, who have decades of experience in the telecom, media, and ICT industries, to help companies understand market disruption, gain insights into customers and competitors, develop partnerships and products, and exploit opportunities in the changing market.

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“It’s the fast that eat the slow”
Jason Jennings

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The world has changed
The digital revolution has caused the
biggest change in business since the
invention of the steam engine. Incumbent
businesses are being disrupted as
traditional barriers to entry are dismantled
by new business models that impact the
existing value chains. New players are
changing the local and global media
landscape.

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The stats are dazzling

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Disruption is all around us…

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…and even newcomers aren’t safe

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The technological race continues
Cloud
QUE? NGN/PON/GPON/
FTTC/FTTH/LTE
Services
The Internet of
DVB- things/M2M
C/T/M/xDSL
Switched Digital
Near Field Broadcast/IPTV
Communication
LBS/Mobile Data/
Channel/Pair
Applications
bonding

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… and new devices lead to an
explosion of innovations

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Media players are confronted with new
competitors and distributors move into
the value chain

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Regulators join forces to keep up
with the trend

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Customers have taken charge

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And it will impact your business
strategy…
 What is your exposure to market disruption? Who are
your stealth competitors? How solid is your business
model?
 How are your customers taking charge? How are you
dealing with them? Is it working?
 What will be the impact of technology on your
business? Do you understand what’s coming? Can you
take advantage of technology to increase your profits?
 How are leading telecoms influencing your business
today? How effective is your approach towards them?
 What is the impact of a decision from the regulator on
your business? How are telecoms building their
argumentation?

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What we can do for you
The disruptive state of the market offers great
opportunities for those who understand how
the game works. Our extensive and practical
experience in the telecom and media
industry can help you to exploit these
opportunities. Our action oriented insights
will accelerate your learning curve and
speed of decision making.

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Our services
 Provide relevant market insight to speed up
decision making
 Guidance with partnership development up
to transactional support (M&A)
 Gain better understanding of your customers
and/or adjacent industry players
 Support getting your products to market

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Provide relevant market insight
The Internet, telecom and media ecosystem is a complex system that
is continuously changing. All the relevant players are continuously
reviewing their position towards each other, the customer, the
suppliers and the regulator.
We can help you to gain insight in this ecosystem by:
 Building an industry game board that will help you to better
understand the different stakes and motives
 Assessing the impact of technological and/or regulatory evolutions
for your business.
 Sharing our vision on the trends that shape the market and their
potential impacts on your business.

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Gain better understanding of your
customers and/or adjacent industry players
The traditional consumer marketing approach states that everything starts
with the consumer. Our expertise with market disruption and innovation
learned that the consumer doesn’t always knows what he wants. The real
value lies in a balanced approach where market research data is blended
with industry knowledge.
We can help you to improve your customer relations by:
 Revealing and interpreting consumer insights
 Helping you to set up and conduct market research
 Giving you advice on how to involve your customers and partners in the
development process and learn from them
 Helping you to engage in conversations with your customers using
social media

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Guidance with partnership develop-
ment up to transactional support (M&A)
A common misconception is that getting access to the CEO will guarantee
you success in the development of your partnership. Our experience learns
that going straight to the top leads to discomfort and procrastination. Many
sales people fail to understand this.
We can help you to develop your partnership by:
 Provide insight in industry players and their role in the value chains.
 Helping you to prepare your pitch
 Providing you some examples of best practices
 Giving you advice on how to build a sustainable relationship
 Support you in transactional deals both as acquiring company as in to be
acquired company

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Support getting your products to
market
During the last decade, we have launched many new products in the
market and gained a lot of hands on experience on what works and
what doesn’t work for telecom, media and entertainment offerings.
We can help you with the development of your products by:
 Defining, packaging, pricing and launching new offers
 Developing customer segmentation plans to increase customer
value and loyalty.
 Helping you to create and implement an effective product roadmap
process.

18. + What makes us unique?
1+1>2
1. A 360° view on the market
2. Speed of knowledge build up
3. Hands on experience through
jointly over 20 years telecom
and ICT experience

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A unique 360° view on the market
Challenger
Voice/Mobile
Internet
DSL Cable
TV
Incumbent

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Our biographies
Stijn Vander Plaetse Dann Rogge
Sector: Telecom, ICT, Media, Postal Sector: Telecom, ICT, Media,
Consumer Electronics
Functional: Product Marketing,
General Management, M&A, Functional: Product Marketing,
Innovation, Strategy Strategy, Finance, Customer Service
Experience: VP Product Marketing Experience: VP Product marketing
& Innovation Belgacom; CEO Telenet; Business controller &
Certipost Customer Service Sony
Education: Master Applied Education: Bachelor Applied
Economics UH, Executive Education Economics UFSIA, Senior Executive
London Business School, Insead Program Columbia Business School