Hrvatski Telekom

  • Largest telecom company in the country
  • Integrated operator
  • Part of DT group
  • 4000 employees

HT Vertical Product Strategy


Hrvatski Telekom engaged InfoCumulus for development of vertical product strategy.

InfoCumulus analyzed market demands of Croatian companies for Cloud Services (software applications and infrastructure solutions) and identified partners which can offer appropriate solutions.

At the end of the project, Hrvatski Telekom received detailed insight into customer needs with suggestions of go-to-market activities.

Project objectives

The main project objective was to research Croatian market in order to identify ICT market opportunities and realization possibilities for those opportunities through partner network products.

Vertical product strategy included:

  • Analysis of customer needs for each industry – focus on business paint points that are addressable with ICT solutions
  • Define services with highest market potential for each industry – based on customer needs
  • Create list of partners offering these services – inside and outside of exiting HT ICT partner ecosystem
  • Product roadmap for industry verticals
  • Analysis of competition in each industry
  • Define communication and sales channels for each industry

Project deliverables were:

  • Comparative analysis of industry verticals in Croatia
  • Overview of global cloud trends and predictions
  • Online survey
  • 50+ interviews – summary notes
  • 5 GTM strategies (IT Services, Hotels, Professional Services, Private Health, Wholesale)
  • Final report for DT
  • Workshops for HT ICT Department
  • Partner event

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