Challenge: Submarine Cable System Monetization in Africa
Operating within the dynamic African wholesale telecommunications market, West Indian Ocean Cable Company (WIOCC) manages the Eastern Africa Submarine Cable System (EASSy) and West Africa Cable System (WACS), providing critical international capacity across East and West Africa. As a leading carrier-neutral provider, WIOCC plays a pivotal role in connecting regional and global networks and supporting telecom infrastructure development.
WIOCC faced mounting pressure to enhance operational performance and competitiveness amid fierce rivalry in the African wholesale market. The imperative to monetize substantial investments in submarine cable systems and expand international capacity underscored the need for a targeted, strategic solution to secure sustainable growth in emerging markets telecom.
WIOCC confronted the complex task of monetizing critical submarine cable infrastructure while enhancing international capacity in Africa’s competitive wholesale market.
Approach: Telecom Market Analysis and Advisory
APTelecom adopted a data-driven, market-centric strategy to address WIOCC’s need for enhanced competitiveness and monetization of submarine cable investments. Leveraging deep industry expertise in telecom consulting, APTelecom conducted comprehensive telecom market analysis to pinpoint high-value opportunities and delivered targeted go-to-market advisory services. This ensured WIOCC’s capacity offerings were optimally positioned for key customer segments, including Tier1 carriers and OTT buyers.
Execution: Multi-Country Sales Campaigns & Relationship Brokering
APTelecom partnered closely with the WIOCC team to deliver a robust, multi-phased implementation. Post telecom market analysis, execution included multi-country sales campaigns, strategic relationship brokering, and contract structuring, all supported by APTelecom’s expertise in fiber network consulting and due diligence services.
Outcome: Wholesale Capacity Sales Growth
The project delivered outstanding commercial results, generating more than USD 30 million in wholesale capacity sales across East and West Africa in 2020. WIOCC’s operational performance and market competitiveness were significantly enhanced, with strategic targeting of Tier1 carriers and OTT buyers driving accelerated revenue generation and reinforcing its leadership as a carrier-neutral wholesale provider.
By leveraging APTelecom’s telecom consulting, market analysis, and go-to-market expertise, WIOCC achieved measurable growth and efficiency gains, maximizing the value of its EASSy and WACS cable investments and delivering clear business impact for stakeholders. This project positioned WIOCC for continued growth and leadership in the African digital transformation journey.
Through APTelecom’s telecom consulting and market insights, WIOCC achieved $30M in capacity sales, cementing its role as a carrier-neutral leader in Africa’s emerging telecom sector.