Challenge: Adapting to Brazil’s International Bandwidth Demand
The rapid growth of cloud services, OTT content, and carrier traffic in Brazil exposed the limitations of legacy submarine cable routes to the U.S., driving demand for high-performance connectivity. Angola Cables, a leading digital infrastructure provider, identified a need to address cost, resilience, and latency pressures affecting critical communications. To justify investment in the Monet Submarine Cable System, Angola Cables had to convert forecasted market demand into pre-sales and early revenue commitments, securing financial backing, guiding product development, and positioning Monet as the preferred express route in a competitive, evolving market for submarine cable systems and telecom infrastructure development.
Brazil’s surge in cloud services and OTT content exposed the limitations of legacy submarine cables to the U.S., driving urgent demand for cost-effective, resilient, and low-latency connectivity.
Approach: Pre-Sales Strategy and Submarine Consulting
APTelecom implemented a market-driven, pre-sales strategy tailored to the submarine cable consulting sector. They prioritized early market engagement and commercial validation to de-risk investment and accelerate revenue for Angola Cables. By leveraging market intelligence, flexible offers, and stakeholder alignment, Monet was positioned as the premier low-latency corridor between Brazil and U.S. cloud hubs, supporting the region’s digital transformation and connectivity consulting needs.
Focusing on agility, ecosystem enablement, and customer-centricity, APTelecom ensured Monet’s appeal to hyperscalers, content providers, and carriers, while building a qualified sales pipeline that bolstered financing confidence and market leadership in emerging markets telecom. This approach reflected APTelecom’s expertise in telecom consulting and capacity building, ensuring the solution addressed both immediate and future connectivity requirements.
Execution: A Structured Pre-Sales Implementation for Monet
APTelecom led a structured implementation, targeting anchor tenants with immediate and long-term bandwidth needs, aligning outreach with Monet’s construction milestones. A governed sales pipeline was developed, documenting use cases, technical requirements, and commercial guardrails, while synchronizing letters of intent and term sheets to support critical funding gates. Angola Cables was equipped with tailored value propositions, buyer-specific materials, and negotiation frameworks to accelerate go-to-market efforts. Route-to-market integration emphasized U.S.-side interconnection proximity, simplifying onboarding for peers, CDNs, and cloud providers. Key stakeholders included Angola Cables, consortium owners, and data center partners, highlighting APTelecom’s strength in data center consulting and fiber network consulting.
Outcome: Route of Choice for Telecom Infrastructure in Brazil
The Monet Submarine Cable System’s pre-sales strategy enabled successful project financing and early revenue generation, creating staged commercial commitments that reduced investment risk. Disciplined offer structures shortened sales cycles, while synchronized contracting supported funding milestones, ensuring Monet’s Ready for Service in 2017. U.S. interconnection proximity streamlined onboarding for hyperscalers, carriers, and OTTs, establishing Monet as the express route of choice for high-capacity telecom infrastructure. This approach enhanced market agility, reinforced ecosystem leadership, and positioned Angola Cables for sustained growth, demonstrating ROI through accelerated sales, risk mitigation, and strategic market positioning. APTelecom’s telecom consulting expertise drove long-term value for stakeholders, supporting continued expansion in emerging markets and strengthening Angola Cables’ position in global connectivity.