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Driving Product Innovation – SVP Product Innovation Impact
THE CHALLENGE
A leading private wireless broadband provider for critical infrastructure sought to expand its role in the modernizing utility sector. Utilities required more than basic connectivity, they needed secure, integrated communication solutions. To drive this shift, the company appointed a new SVP of Product and Innovation.
Prior to this hire, key challenges included:
- Translating Spectrum to Solutions: Converting 900 MHz spectrum into practical, utility-focused solutions.
- Meeting Stringent Demands: Delivering reliability, security, and low latency at critical infrastructure standards.
- Integration Complexity: Ensuring seamless adoption across existing OT/IT systems.
- Demonstrating ROI: Proving value through use-case-specific solutions.
- Ecosystem Orchestration: Structuring partnerships for faster, co-developed offerings.
THE SOLUTION
The SVP introduced a solution-focused strategy in November 2023:
- Customer-Centric Insight: Extensive VoC research identified high-priority use cases such as wildfire mitigation, substation automation, and EV charging management.
- Solution-Centric Roadmap: Shifted from components to bundled, end-to-end solutions combining private broadband, partner applications, specialized devices, and professional services, focused on grid automation, field mobility, and built-in cybersecurity.
- Ecosystem Engagement: Expanded collaboration via joint development, certification programs, and knowledge-sharing forums.
- Agile Development: Adopted agile methods for rapid prototyping and faster response to customer needs.
THE RESULT
- Faster Rollouts: Delivered solutions like the Secure Grid Automation Suite and Mobile Field Operations Toolkit.
- Higher Customer Engagement: Simplified adoption drove more pilots and sales opportunities.
- Stronger Partnerships: Broader partner ecosystem enhanced solution value and reach.
- Market Leadership: Advanced from spectrum provider to comprehensive solutions partner.
- Profitable Growth: Opened new revenue streams and shortened sales cycles.
The impact
Through strategic product leadership, the SVP transformed spectrum assets into integrated, high-value solutions. By aligning with customer needs, fostering partnerships, and driving innovation, the company solidified its position as a market leader in utility modernization and critical infrastructure communications.
