Case #4

The Client:

A venture-funded start up whose mobile-commerce solution enables customers to save money by using their cell phones for commercial transactions. This cutting-edge solution placed this young, growing company at the epicenter of a huge and emerging mobile marketplace.

The Problem

The US wireless operator channel is a key piece of the overall value chain for this client’s service offering. The company has minimal wireless operator domain expertise and no experienced business development resources. Time to partnership was critical as the growth of all elements of the ecosystem were interrelated. Momentum and velocity were critical.

Our Approach

STS was engaged to consult on building their 2006 operator sales and marketing plan and to serve as an interim Business Development executive resource. The tactical objective was to facilitate and support the building of an opportunity pipeline with national tier 1 wireless operators, and to create the foundation and infrastructure of a US operator sales organization.

The Results

Through STS’s relationships and contacts, a major national operator agreed to launch a pilot program for the client’s solution. This is a key step in the operator adoption process towards validation and national launch. In an additional distribution agreement, a national, publicly funded, leading online provider of wireless services and devices has adopted our client’s service and has launched an aggressive marketing program.

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