Client Description:
Innovative mobile location platform Company referred to Cogence by a blue-chip Venture Capital company in Silicon Valley. The US market was saturated due to adoption of GPS and other technologies as mandated by E-911 (Emergency Response platform for mobile use). Company’s growth was increasingly dependent on international expansion.
Problem:
India presented a large and growing market of more than 700 million mobile subscribers. However, with large telecom operators, rapid changes in the telecom regulatory environment, and long sales-cycles that are high-touch, the Company was not geared to capitalize on the growth opportunity with the limited resources at its disposal. Company had not made any progress in sales despite having spent few years engaging sporadically with operators.
Cogence Solution:
Cogence identified that the telecom operators were expanding their voice networks only and were not interested in location services. These were perceived to be high cost-low return services. Cogence ‘s advocacy regarding the need for a Public Safety and Emergency Services for mobile networks similar to the E-911 solution elevated the issue to the relevant Government departments.
Value Delivered:
Cogence recommended low-cost trials with strategically important telecom operators to showcase the efficacy of the solution. The success of the trials led the Government of India to issue a notification to telecom operators to provide high-accuracy location details of any mobile subscriber in their network. The market opportunity for location-based solutions and services is $5B over a three year period.