Winning £2.2m for a partner with in-vehicle connectivity

A premium transport company was locked in an unhealthy contract with a major UK mobile network operator; and it was costing them millions.

They had contracted over 10,000 SIMs, but were using a fraction of the data they’d paid for; losing nearly 90% of their investment. Whenever they raised the issue the MNO changed their account manager, making it difficult to negotiate and therefore leaving it unresolved for years.

So the transport company went to one of our partners for a solution; they needed mobile connectivity for driver PDAs, for job allocation and route mapping, tracking vehicles, monitoring driver behaviour, and in-car 4G Wi-Fi. Our partner also needed to solve the transport company’s contract problem, or the deal would be off.

The solution

At first, the MNO gave permission for the transport company to migrate to our network. But weeks later they went back on their word, insisting the client had to stay the full duration of their existing agreement.

With the transport company facing another year of overpaying, and our partner at risk of losing the deal, we brought forward negotiations with the transport company. Then, we used the predicted margin of the future contract to subsidise them for the remainder of their existing contract with the MNO.

Finally, at the end of their agreement we migrated the transport company to our network with a custom data pool across their whole SIM estate and the range of devices; including easy access to usage information and flexible data bundles that automatically adjust price based on usage.

The result

Our partner projects over £2m in revenue over the three year contract.

And the transport company is free from a costly, unhealthy contract. We’re saving them tens of thousands per month; nearly £2m in total.


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