B2B2C Telecom Platform
Conceived and delivered a tri-party telecom platform enabling residential complex operators to activate and
manage home fiber broadband for their tenants at preferential rates — growing Ooredoo's residential fiber
market share by 2% in year one.
Ooredoo Qatar is the incumbent telecom operator defending against the challenger Vodafone
Qatar over market share in the mobile and fixed consumer segments.
Problem: As the incumbent operator, Ooredoo Qatar faced pressure of aggressive discounting
in residential fixed broadband segment, resulting in declining market share in communities where tenants made
connectivity decisions independently at move-in, without incentive to favor Ooredoo.
Proposition:
Partner with property managers to embed Ooredoo into the leasing process, design a tri-party framework that
gives landlords a revenue-generating tool, tenants an effortless move-in experience, and Ooredoo a zero-cost
customer acquisition channel.
Landlords
Access to bulk-rate services to create
competitive rental offerings. A self-service digital tool to activate or deactivate services,
eliminating uncompensated utility costs.
Tenants
Immediate, hassle-free connectivity at
move-in at discounted rates. Full flexibility to upgrade with personal add-ons, speed boosts, TV channel
via the Ooredoo consumer app.
Ooredoo
Exclusive long-term contracts effectively
blocking competitor entry and securing a zero-cost customer acquisition channel
with predictable long-term revenue.
Journey Design: Led collaborative design sessions with property managers to map the
end-to-end leasing journey, identifying the precise integration points for Ooredoo's service. Produced
comprehensive user stories covering every stage of tenant onboarding. The design philosophy prioritised
front-end simplicity — all technical complexity was handled through robust back-end API integration.
Split-Billing Architecture: Architected a hybrid billing model with CRM, Billing, and
IT teams that cleanly separated base charges to the landlord from tenant-level charges. This preserved
Ooredoo's competitive advantage while ensuring partner profitability — and integrated fully with existing
BSS/OSS systems with no disruption to desktop operations.
Consumer App Integration: Defined and drove requirements with the consumer app team to
extend
the platform to B2B2C-activated subscribers, enabling self-service plan management, usage visibility, bill
payment, and technical support — ensuring a premium digital experience from day one.
Go-to-Market Execution: Developed co-branded partner playbooks, commercial term sheets,
and onboarding kits. Designed and implemented a dedicated account management model to sustain and grow each
B2B partner relationship, with a structured training programme for the B2B sales team ahead of launch.
Outcome: The platform launched successfully into production and achieved rapid adoption
among property partners. Within the first year, Ooredoo's residential fiber market share in the target
segment grew by 2 percentage points — a meaningful result in a competitive, price-sensitive market,
delivered through structural advantage rather than margin erosion.
Self-service activation and management for property operators
+2%
Market Share Gain Year 1
B2B2C
First Tri-Party Telecom Model
100+
B2B Partners Onboarded
500K+
Subscriber Base Protected