Background
Eir had successfully bid for a highly strategic, fully outsourced contract with a major Irish retail bank addressing all network services across multiple geographies. The services would be managed end to end by Eir. The outsourcing deal had laid the foundation for developing a new outsourcing/ managed service line of business. Since Eir had limited know-how of this type of complex outsourcing and managed services, Wavestone was engaged to provide specialist advisory support to refine the outsourcing proposition and develop an appropriate service delivery organisation.
Challenges
Wavestone collaboratively worked with Eir to address the following challenges:
- Developing and innovating the new outsourcing and managed services proposition and associated sales & marketing collateral
- Increasing the understanding of what the target service delivery model should be to underpin that proposition
- Undertaking customer segmentation and market sizing to verify the market opportunity
- Developing an outsourcing/ managed services opportunity qualification methodology
Responses and Key Success Factors
- Wavestone worked with the client ‘on-site’ as part of a single integrated team while ensuring better stakeholder engagement
- Successfully identified and developed a valuable new line of business in a growth market with a strong value proposition for Eir
- Qualified a €500m market opportunity and identified the potential to safeguard 19FTE positions through redeployment of staff
