Frost & Sullivan We Accelerate Growth

Size: px

Start display at page:

Download "Frost & Sullivan We Accelerate Growth"

Shanon Fields
6 years ago
Views:

1 Frost & Sullivan We Accelerate Growth

2 Contents Background and Company Performance... 3 Industry Challenges... 3 Strategy Innovation and Customer Impact... 3 Conclusion... 5 Significance of Competitive Strategy Innovation and Leadership... 6 Understanding Competitive Strategy Innovation and Leadership... 6 Key Benchmarking Criteria... 7 Best Practice Award Analysis for Level Decision Support Scorecard... 7 Strategy Innovation... 8 Customer Impact... 8 Decision Support Matrix... 9 The Intersection between 360-Degree Research and Best Practices Awards Research Methodology Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices About Frost & Sullivan Frost & Sullivan We Accelerate Growth

3 Background and Company Performance Industry Challenges Carrier Ethernet continues to gain acceptance among enterprises, due to the benefits it offers: scalability, reliability, and cost-efficient bandwidth. U.S. market revenues exceeded $4.7 billion in 2014, and are forecast to reach $12 billion in Market migration from time division multiplexing (TDM) private lines (T1/T3/SONET) to Ethernet is fueling double-digit revenue growth for both dedicated and switched Ethernet services. However, the year-over-year (YoY) growth rates are slowing down (compared to 3 years ago) due to market maturity, and the fact that Ethernet services are not as ubiquitously available as T1/T3 circuits witnessed an increased urgency from communication service providers (CSPs) to expand their Ethernet footprint through network-to-network interconnects (E-NNI) and a renewed focus on Ethernet over Copper services to expand Ethernet reach. As carriers expand their network footprints to reach more customer locations, Frost & Sullivan expects the growth rates to increase. Carriers are following a combined strategy of network roll-outs and interconnects to drive organic growth, and mergers and acquisitions to drive inorganic growth. Level 3, continuing on its inorganic growth strategy that started in 2005, acquired tw telecom in 2014 to significantly expand its market presence in the business Carrier Ethernet services market. Strategy Innovation and Customer Impact Strategy Effectiveness Level 3 has been on an acquisition spree since 2005 to establish itself as a leading competitor in the business services market. However, the big win for the carrier in the business Ethernet services market came via its tw telecom acquisition in tw telecom had been a long time challenger to the top three incumbent local exchange carriers (ILECs) AT&T, Verizon and CenturyLink before being acquired by Level 3. The tw telecom acquisition gave Level 3 immediate access to an enviable fiber-based metro Ethernet footprint comprising over 21,000 fiber-connected buildings, and advanced network capabilities such as dynamic bandwidth allocation. Because of the tw telecom acquisition, Level 3 s market share in the business metro Carrier Ethernet market more than tripled from 3.6% in 2013 to 12.2% in 2014, resulting in neck-and-neck competition between CenturyLink (ranked #3) and Level 3 (ranked #4). Strategy Execution Level 3, also a competitive exchange local carrier (CLEC) like tw telecom, has actively expanded its capabilities to directly serve enterprises over the last decade. Following its acquisition of WilTel in the fourth quarter of 2005, Level 3 acquired five different companies in 2006: Progress Telecom, ICG, TelCove, Looking Glass, and Broadwing. Each of these five acquisitions brought a unique set of metro fiber assets and business Frost & Sullivan We Accelerate Growth

4 customers to Level 3. In 2011, Level 3 acquired Global Crossing, which expanded the company s Ethernet capabilities in North America, Latin America, and in Europe. This acquisition transformed Level 3 into a truly global communication services company that caters to the enterprise, government, content provider and wholesale carrier segments. With the tw telecom acquisition, Level 3 s competitive positioning in the high-growth, enterprise-focused Ethernet services market leaps to third place (metro and long haul combined), behind only AT&T and Verizon; impressive growth for a company that forayed into the enterprise market barely eight years ago. Competitive Differentiation Level 3 s approach to cloud computing (and tw telecom s prior to acquisition) has remained consistent; a network-focused strategy. Level 3 partners with pure-play cloud providers, such as Amazon Web Services (AWS), and carrier neutral colocation providers, such as Equinix, to offer private network connectivity to cloud users. Level 3 s Cloud Connect Solutions include its MPLS VPN, Ethernet and private line services. With the tw telecom acquisition, Level 3 acquired a portfolio of advanced cloud-networking capabilities. Level 3 adopted tw telecom s intelligent networking solutions that include network performance management and on-demand dynamic bandwidth offering. As enterprises distribute their applications among private data centers, public clouds, private hosted clouds, and hybrid clouds, the networks connecting users to applications become more critical than in a single deployment model. With the tw telecom acquisition, Level 3 is better positioned to take advantage of the demand for high-performance, private networking for cloud connectivity. Customer Purchase Experience In choosing Ethernet services, customers are looking for consistent end-to-end service at a reasonable cost, something that is difficult to achieve when service providers are patching together access circuits from multiple carriers. Therefore, a broad footprint is key to a positive customer purchase experience. Level 3 has been a dominant player in the long haul Ethernet services market and is ranked #3 in our market share analysis, only behind Verizon and AT&T. However, the company s share in the metro market has been low despite the many acquisitions in the past. The tw telecom acquisition gives Level 3 a major leap in the metro Ethernet services market. Level 3 buys access circuits from various ILECs and CLECs in the market today. tw telecom is one among its many carrier partners. With this acquisition, Level 3 gains access to strong metro fiber assets that will help the company reduce its access costs. The cost savings are further translated into competitive pricing for its enterprise Ethernet and MPLS customers. The company will also be in a position to better support end-to-end SLAs due to an expanded on-net footprint across top metros. All these factors contribute toward a positive customer purchase experience. Frost & Sullivan We Accelerate Growth

5 Conclusion Frost & Sullivan s research indicates that Level 3 s acquisition strategy, particularly its tw telecom acquisition, and its successful integration has significantly influenced the company s competitive positioning. Level 3 s market share in the business metro Carrier Ethernet market increased from 3.6% in 2013 to an impressive 12.2% in 2014, resulting in increased revenue growth and a strong competitive positioning in the market Frost & Sullivan Award for Competitive Strategy Innovation & Leadership in the Business Metro Carrier Ethernet Service market is presented to Level 3 in recognition of these impressive achievements. The Frost & Sullivan We Accelerate Growth

Significance of Competitive Strategy Innovation and Leadership Any successful approach to achieving top-line growth must (1) take into account what competitors are, and are not, doing; (2) meet

6 Significance of Competitive Strategy Innovation and Leadership Any successful approach to achieving top-line growth must (1) take into account what competitors are, and are not, doing; (2) meet customer demand with a comprehensive, value-driven product or service portfolio; and (3) establish a brand that resonates deeply with customers and stands apart from other providers. Companies must succeed at these three things brand, demand, and positioning to achieve best-practice levels in competitive strategy. This concept is explored further below. Understanding Competitive Strategy Innovation and Leadership As discussed above, driving demand, brand strength, and competitive differentiation all play a critical role in delivering unique value to customers. This three-fold focus, however, must ideally be complemented by an equally rigorous focus on strategy innovation and customer impact. Frost & Sullivan We Accelerate Growth

Key Benchmarking Criteria For the Competitive Strategy Innovation and Leadership Award, we evaluated two key factors Strategy Innovation and Customer Impact according to the criteria identified below.

7 Key Benchmarking Criteria For the Competitive Strategy Innovation and Leadership Award, we evaluated two key factors Strategy Innovation and Customer Impact according to the criteria identified below. Strategy Innovation Criterion 1: Strategy Effectiveness Criterion 2: Strategy Execution Criterion 3: Competitive Differentiation Criterion 4: Executive Team Alignment Criterion 5: Stakeholder Integration Customer Impact Criterion 1: Price/Performance Value Criterion 2: Customer Purchase Experience Criterion 3: Customer Ownership Experience Criterion 4: Customer Service Experience Criterion 5: Brand Equity Best Practice Award Analysis for Level 3 Decision Support Scorecard To support its evaluation of best practices across multiple business performance categories, Frost & Sullivan employs a customized Decision Support Scorecard. This tool allows our research and consulting teams to objectively analyze performance, according to the key benchmarking criteria listed in the previous section, and to assign ratings on that basis. The tool follows a 10-point scale that allows for nuances in performance evaluation; ratings guidelines are illustrated below. RATINGS GUIDELINES The Decision Support Scorecard is organized by Strategy Innovation and Customer Impact (i.e., the overarching categories for all 10 benchmarking criteria; the definitions for each criteria are provided beneath the scorecard). The research team confirms the veracity of this weighted scorecard through sensitivity analysis, which confirms that small changes to the ratings for a specific criterion do not lead to a significant change in the overall relative rankings of the companies. Frost & Sullivan We Accelerate Growth

8 The results of this analysis are shown below. To remain unbiased and to protect the interests of all organizations reviewed, we have chosen to refer to the other key players in as Company 2 and Company 3. Measurement of 1 10 (1 = poor; 10 = excellent) Competitive Strategy Innovation and Leadership Strategy Innovation Customer Impact Average Rating Level Competitor Competitor Strategy Innovation Criterion 1: Strategy Effectiveness Requirement: Strategy effectively balances short term performance needs with long-term aspirations and vision for the company Criterion 2: Strategy Execution Requirement: Adoption of best-in-class processes to support the efficient and consistent implementation of business strategy Criterion 3: Competitive Differentiation Requirement: Unique competitive advantages with regard to solution or product are clearly articulated and well accepted within the industry Criterion 4: Executive Team Alignment Requirement: The executive team is aligned on the organization s mission, vision, strategy and execution Criterion 5: Stakeholder Integration Requirement: Strategy reflects the needs or circumstances of all industry stakeholders, including competitors, customers, investors, and employees Customer Impact Criterion 1: Price/Performance Value Requirement: Products or services offer the best value for the price, compared to similar offerings in the market Criterion 2: Customer Purchase Experience Requirement: Customers feel like they are buying the most optimal solution that addresses both their unique needs and their unique constraints Criterion 3: Customer Ownership Experience Requirement: Customers are proud to own the company s product or service, and have a positive experience throughout the life of the product or service Frost & Sullivan We Accelerate Growth

9 Customer Impact BEST PRACTICES RESEARCH Criterion 4: Customer Service Experience Requirement: Customer service is accessible, fast, stress-free, and of high quality Criterion 5: Brand Equity Requirement: Customers have a positive view of the brand and exhibit high brand loyalty Decision Support Matrix Once all companies have been evaluated according to the Decision Support Scorecard, analysts can then position the candidates on the matrix shown below, enabling them to visualize which companies are truly breakthrough and which ones are not yet operating at best-in-class levels. High Level 3 Competitor 2 Competitor 3 Low Low Strategy Innovation High Frost & Sullivan We Accelerate Growth

The Intersection between 360-Degree Research and Best Practices Awards Research Methodology Frost & Sullivan s 360-degree research methodology represents the analytical rigor of our research process.

10 The Intersection between 360-Degree Research and Best Practices Awards Research Methodology Frost & Sullivan s 360-degree research methodology represents the analytical rigor of our research process. It offers a 360-degree-view of industry challenges, trends, and issues by integrating all 7 of Frost & Sullivan's research methodologies. Too often, companies make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. The integration of these research disciplines into the 360-degree research methodology provides an evaluation platform for benchmarking industry 360-DEGREE RESEARCH: SEEING ORDER IN THE CHAOS players and for identifying those performing at best-in-class levels. Frost & Sullivan We Accelerate Growth

11 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices Frost & Sullivan Awards follow a 10-step process to evaluate Award candidates and assess their fit to best practice criteria. The reputation and integrity of the Awards are based on close adherence to this process. STEP OBJECTIVE KEY ACTIVITIES OUTPUT 1 Monitor, target, and screen Identify award recipient candidates from around the globe Conduct in-depth industry research Identify emerging sectors Scan multiple geographies Pipeline of candidates who potentially meet all bestpractice criteria 2 Perform 360-degree research Perform comprehensive, 360-degree research on all candidates in the pipeline Interview thought leaders and industry practitioners Assess candidates fit with best-practice criteria Rank all candidates Matrix positioning all candidates performance relative to one another 3 Invite thought leadership in best practices Perform in-depth examination of all candidates Confirm best-practice criteria Examine eligibility of all candidates Identify any information gaps Detailed profiles of all ranked candidates 4 Initiate research director review Conduct an unbiased evaluation of all candidate profiles Brainstorm ranking options Invite multiple perspectives on candidates performance Update candidate profiles Final prioritization of all eligible candidates and companion best-practice positioning paper 5 Assemble panel of industry experts Present findings to an expert panel of industry thought leaders Share findings Strengthen cases for candidate eligibility Prioritize candidates Refined list of prioritized award candidates 6 Conduct global industry review Build consensus on award candidates eligibility Hold global team meeting to review all candidates Pressure-test fit with criteria Confirm inclusion of all eligible candidates Final list of eligible award candidates, representing success stories worldwide 7 Perform quality check Develop official award consideration materials Perform final performance benchmarking activities Write nominations Perform quality review High-quality, accurate, and creative presentation of nominees successes 8 Reconnect with panel of industry experts Finalize the selection of the best-practice award recipient Review analysis with panel Build consensus Select winner Decision on which company performs best against all best-practice criteria 9 Communicate recognition Inform award recipient of award recognition Present award to the CEO Inspire the organization for continued success Celebrate the recipient s performance Announcement of award and plan for how recipient can use the award to enhance the brand 10 Take strategic action Upon licensing, company may share award news with stakeholders and customers Coordinate media outreach Design a marketing plan Assess award s role in future strategic planning Widespread awareness of recipient s award status among investors, media personnel, and employees Frost & Sullivan We Accelerate Growth

12 About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best in class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best practice models to drive the generation, evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages almost 50 years of experience in partnering with Global 1000 companies, emerging businesses and the investment community from 31 offices on six continents. To join our Growth Partnership, please visit Frost & Sullivan We Accelerate Growth

2017 Global Enhanced User Experience for Unified Communications New Product Innovation Award

2017 Global Enhanced User Experience for Unified Communications New Product Innovation Award Contents Background and Company Performance... Industry Challenges... 3 New Product Attributes and Customer