Start up Goes Global
Company: Inphomatch/Mobile 365 (2001), a fledgling mobile technology company that developed a breakthrough mobile IP innovation — cross protocol SMS text transiting — sees the whole world as their opportunity space.
Challenge: Develop strategy to rapidly capture mobile network operator customers across the globe in a fast developing green field market and with limited resources.
Results: Within year one, launched 20 mobile operator customers generating US$ 2 million in revenues. Grew international business line from blank page to over US$ 31 million within 5 years.
Entering the China Market
Company: Mobile 365 (2005), an established text transiting company with international portfolio of 100+ mobile carrier clients seeks to fully enter and capture mainland China commercial opportunities.
Challenge: Fortify Mobile 365's market position in Asia by becoming first non-Chinese company to provide messaging interconnect service for China Mobile and China Netcom. Develop China Strategy for company capitalizing on established presence in markets bordering mainland China and leveraging established global connections as enticements to mainland operators.
Results: Won direct contract with China Mobile and China Netcom leading to Greater China Market dominance completing China messaging transit connectivity and capturing new revenue streams between China, Japan, Korea, Taiwan, Hong Kong and Singapore mobile markets.
Post Merger Integration Plan and Sales Alignment Strategy
Companies: MACH acquires End2End (2006)
Challenge: Advise on expansion into broader global markets and provide consultative direction for integration of End2End SMS messaging solutions with MACH's international sales of billing and clearing services.
Action: Working with key executives from both companies, rationalized sales organization, identified addressable markets based on geographic presence, market gaps and competitive positioning.
Results: Plan enabled regional market expansion, global extension of messaging services and positioned End2End for substantial growth during 2007.
Adjacent Market Entry and Selling Strategies for Wireless Carriers
Company: Clickatell (2007)
Challenge: Illuminate challenges and opportunities for global messaging aggregator seeking to understand risks and validate rewards of entering new applications segment. Re-position sales process for direct to carrier sales.
Result: Reduced analyses and decision cycles for entering new market, capturing considerable cost savings and shortening framing entry strategy, leading to precisely targeted opportunities for market entry.
I was bestowed the Chinese name, Hu Bai Lu ("Merchant Duke"), during a meeting with a friend who ran Accenture's telecom practice in Asia. He advised, "If you want to be effective doing business in China, you need a Chinese name." I took his advice. I'm thankful that by my Chinese colleagues' standards, his personal assistant came up with a good one.
Listen to Paul Ruppert at the 2008 Mobile World Congress in Barcelona.
Portfolio site by Brandego