When we transformed the company, we wanted a B2B2C model - i.e., we wanted to be a service delivery platform for broadband service providers. We focused on service providers being our core customers and recognized that if we are a platform, we need to think through their success as value creation for the end subscriber.
Many companies struggle because they take an inward-out focus on what makes sense for them, their technologies, and their product lines. I believe that the key is working back from the subscriber and thinking about what they are going to value.
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